Description:

Job Title: Business Development Manager (BDM) - Government & Enterprise Accounts

Location: Bangalore (with necessary travel across India as required)

Role Summary:

We are driving Smart Pumping, Smarter Operations for water and industrial pumping ecosystems. The Business Development Manager will lead growth across Government / PSU/ Utility accounts by developing the pipeline, owning the end-to-end sales cycle, and converting opportunities through value-based selling approach and tender/contract execution.

Key Responsibilities:

Business Development & Revenue Growth:

- Drive new customer acquisition and expansion within Government, PSU, and Utility segments (Water Boards, Smart City projects, Municipal Corporations, Power Plants, Irrigation, Industries with public sector interface).

- Build and manage a healthy pipeline: lead generation - discovery - solution positioning - proposal - negotiation - closure.

- Conduct industry and account research to identify programs, budgets, tenders, and modernization initiatives aligned to our value.

Job Description:

Own the complete government sales workflow:

a. GeM onboarding / bid participation (where applicable)

b. eProcurement portals (state/central), EMD, tender documentation, compliance checklists

c. Pre-bid meetings, clarifications, technical eligibility, PQ/TQ/CQ mapping

d. Rate contracts / framework agreements

- Coordinate internal inputs for bid submission: technical write-ups, drawings, compliance matrices, commercial formats, performance proofs, and credentials.

- Engage stakeholders across Engineering, O&M, Electrical/Mechanical, Energy/ISO teams, Finance, and Top Management.

- Translate site pain points (energy loss, downtime, reliability issues, audit non-conformities) into business outcomes (energy savings, uptime, compliance, ROI).

- Lead customer workshops, demos, and pilot proposals, working closely with product/implementation teams.

- Develop relationships with EPCs, system integrators, consultants, energy auditors and OEM partners relevant to pumping and water infrastructure projects.

- Build alliances that accelerate entry into large public sector opportunities.

- Maintain accurate CRM updates, funnel metrics, and forecasts.

- Provide structured feedback to product and leadership teams based on market/customer signals.

Success Metrics (KPI's):

- Quarterly / Annual Order Intake

- New Leads Identified

- Bid / No-Bid Coverage Percentage [(Reviewed bids Total bids) 100]

- Ontime Proposal Submission Percentage [(On-time Total Submissions) x 100]

- Lead-to-order conversion ratio

Required Experience & Skills:

- 7-10 years in B2B business development / enterprise sales with strong Government/PSU account handling experience.

- Demonstrated experience in tendering, eProcurement, bid management, and contract negotiations.

- Exposure to infrastructure domains: water utilities, pumping stations, power plants, industrial utilities, energy efficiency/IoT/automation.

- Strong communication, stakeholder management, and negotiation skills.

- Comfortable with long sales cycles and multi-level decision-making.

Preferred Qualifications:

- Engineering background (Mechanical/Electrical/Instrumentation) preferred; MBA in Marketing is a plus.

- Familiarity with energy management / ISO 50001 concepts and value selling for operational savings is a plus

- Experience working with senior government stakeholders and navigating procurement processes.