To support revenue growth by
identifying, qualifying and developing business opportunities for engineering
consultancy, EPCM support and PMC services with EPC contractors,
owner-operators and industrial clients across oil & gas, petrochemicals and
chemicals. The role serves as the operational commercial owner for a defined
portfolio of accounts in India and selected overseas regions, converting market
intelligence into a qualified pipeline and closed orders while maintaining
disciplined reporting and CRM hygiene.
Requirements
This role sits between
commercial strategy and day-to-day execution. The Director owns overall
commercial strategy, key-account growth, major negotiations and international
market expansion; this Manager / Senior Manager executes pipeline development,
client engagement, bid coordination and reporting discipline. The role may be
split by geography or segment as the function scales — for example, India EPC
accounts, Malaysia regional accounts, or owner-operator PMC / EPCM pursuits.
Reporting line: Director – Sales & Marketing → Manager / Senior Manager – Sales & Marketing → Business Development Engineer / Proposal Coordinator.
• Lead generation & qualification — Generate and qualify leads from
EPC contractors, owner-operators, licensors, OEMs and existing client networks
across target sectors.
• Relationship management — Build and maintain relationships with client
engineering, projects, procurement and business teams to create repeat
opportunities and improve account penetration.
• Opportunity tracking — Track RFQs, tenders and project announcements, and coordinate
internal bid / no-bid reviews with the Director and technical teams.
• Proposal coordination — Coordinate preparation of proposals, capability statements,
presentations and commercial submissions in collaboration with engineering,
estimation and contracts teams.
• Negotiation support & closure — Support negotiations,
clarifications and follow-up meetings through to order closure, maintaining
accurate CRM updates and opportunity-status reports.
• Reporting & forecasting — Prepare monthly pipeline reports, sales forecasts,
market-intelligence summaries and competitor updates for management review.
• Market presence — Represent the company at industry events, client visits and
networking forums to strengthen market visibility and identify new prospects.
• Marketing support — Support marketing activities including LinkedIn campaigns,
brochures, sector-specific collateral, email outreach and case-study
development for industrial clients.
• Bachelor's
degree in Engineering (Mechanical, Chemical, Process or allied disciplines);
MBA preferred.
• 6–12
years of relevant B2B industrial sales or business-development experience in
engineering services, EPC or industrial projects.
• Direct
exposure to oil & gas, petrochemical or chemical project sales, proposal
support and client-facing commercial discussions.
• Familiarity
with EPC / EPCM / PMC engagement models and owner-side and contractor-side
procurement processes.
The following competencies are
essential to success in the role:
• Consultative,
solution-led selling
• Proposal
& bid coordination
• Technical-commercial
communication
• CRM
discipline & pipeline hygiene
• Market
mapping & account planning
• Relationship
management with EPC and owner-side stakeholders
Performance will be measured
against a balanced set of leading and lagging indicators:
KPI
Definition
Qualified pipeline value
Total value of qualified, active opportunities in the
assigned portfolio
Active opportunities
Number of live opportunities progressing through the
funnel
Proposal conversion ratio
Proposals won as a percentage of proposals submitted
New accounts opened
Number of new client accounts activated in the period
Repeat business
Revenue secured from existing / repeat accounts
Revenue booked vs target
Orders booked against assigned commercial targets
The role operates within the
following commercial hierarchy, giving clear ownership between strategy and
execution:
• Director
– Sales & Marketing (commercial
strategy, key accounts, major negotiations, international expansion)
• Manager
/ Senior Manager – Sales & Marketing (this role — operational commercial ownership of targeted accounts)
• Business
Development Engineer / Proposal Coordinator (execution support — proposals, coordination, CRM)
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