Job Description:

The Director - Sales & Marketing will be responsible for driving the overall sales, business development and market expansion strategy for the company's Power Transmission & Distribution business. The role will focus on developing business opportunities across Power Cables, Transmission Lines, Substations, Power Distribution, EPC projects and electrical infrastructure, while building strong relationships with utilities, government organizations, EPC companies, consultants and major industrial customers.

Key Responsibilities:

1. Sales & Business Development:

- Develop and execute the company's overall sales and business development strategy for Power T&D products and projects.

- Drive business across Power Cables, Transmission Lines, Substations, Distribution Networks and EPC projects.

- Identify new markets, customers, territories and strategic business opportunities.

- Develop a strong sales pipeline and ensure achievement of annual revenue and order-book targets.

- Build relationships with DISCOMs, TRANSCOs, GENCOs, PGCIL, Railways, Renewable Energy companies, PSUs, government departments and private utilities.

- Develop business with major EPC contractors, infrastructure companies, consultants and industrial clients.

- Lead negotiations for high-value contracts, tenders and strategic accounts.

2. Tendering & Bid Management:

- Provide strategic direction to the Tendering and Commercial teams for major bids.

- Identify and evaluate NITs, RFQs, EOI, RFPs and EPC opportunities.

- Review techno-commercial proposals, BOQs, specifications, pricing and commercial terms.

- Drive bid strategy, competitor analysis and pricing strategy for large projects.

- Ensure timely submission of competitive and commercially viable bids.

- Develop strategic partnerships and consortium/JV arrangements wherever required.

3. Market Development:

- Conduct market intelligence covering competitors, pricing, upcoming projects, government initiatives and customer requirements.

- Develop strategies for entry into new geographical and product markets.

- Track upcoming transmission, substation, distribution, underground cabling and power infrastructure projects.

- Build long-term relationships with consultants, project developers, utilities and decision-makers.

- Represent the organization at industry forums, conferences, exhibitions and customer meetings.

4. Key Account Management:

- Develop and maintain relationships with major strategic customers.

- Manage key accounts and ensure customer satisfaction and repeat business.

- Understand customer requirements and coordinate with Engineering, Projects, Commercial, Procurement and Operations teams for effective execution.

- Resolve commercial and customer-related issues at senior-management level.

5. Revenue & Profitability:

- Own sales revenue, order booking and business development targets.

- Ensure healthy contribution margins and profitable order acquisition.

- Monitor sales pipeline, order conversion, receivables and business forecasts.

- Participate in pricing and commercial strategy for major projects.

- Support management in developing annual business plans and budgets.

6. Team Leadership:

- Lead and mentor the Sales, Marketing, Business Development and Tendering teams.

- Establish sales targets, KPIs and performance metrics for the team.

- Develop a high-performance sales culture focused on customer acquisition and order conversion.

- Build and strengthen the organization's sales and business-development capabilities.

7. Strategic Business Development:

- Develop long-term strategic plans for expansion in the Power Transmission & Distribution sector.

- Explore opportunities in EHV/HV/MV cables, substations, transmission lines, distribution systems and electrical EPC.

- Identify opportunities arising from renewable-energy evacuation, grid modernization, industrial infrastructure and power distribution expansion.

- Evaluate strategic alliances, technology partnerships, channel partnerships and new business verticals.

- Work closely with the MD/CEO/Board on strategic growth initiatives.

Desired Industry Exposure:

- Candidates should preferably have strong exposure to one or more of the following: Power Transmission & Distribution, Power Cables - HV/EHV/MV, Transmission Lines, Substations, Power Distribution, Electrical EPC, Underground Cabling, Grid Infrastructure, Renewable Energy Evacuation, Industrial Power Projects, Utility Projects, Government & PSU Projects.

Key Customer / Stakeholder Exposure:

- Experience dealing with: PGCIL / Power Grid, State Transmission Utilities, DISCOMs, GENCOs, Railways, CPWD / Government Departments, Renewable Energy Developers, Large EPC Contractors, Industrial Customers, Consultants & Project Management Consultants, PSUs and Private Utilities.

Key Competencies:

- Strategic Sales & Business Development, Power T&D Industry Knowledge, Key Account Management, Tender & Bid Management, Commercial Negotiation, Pricing Strategy, Market Intelligence, Contract & Commercial Understanding, Customer Relationship Management, P&L Orientation, Team Leadership, Strategic Planning, Excellent communication and negotiation skills.

Key Performance Indicators - KPIs:

- Annual Sales Revenue, Order Booking, Order Pipeline, Gross Contribution / EBITDA, New Customer Acquisition, Tender Conversion Ratio, Key Account Growth, Market Expansion, Receivables / Collection, Customer Retention, Strategic Partnerships, New Product / Market Development.