JD for BD on Distribution, Heavy Industrial & Infrastructure Development, excluding Building and Data Center segments.

Level: Sr. Manager/AGM/DGM - Business Development for Distribution, Heavy Industrial & Infrastructure

Company: Cable Division

Function: Business Development

Location: Delhi/Bangalore/Kolkata

Reporting To: Head - Business Development/Business Head - Cable Division

Experience: 10 - 18 years

Industry: Power Cables, Conductors, Electrical Infrastructure, EPC/Power Distribution/Heavy Industry/HT Switchgears/Transformers/Motors

1. Role Purpose:

To drive business development, specification creation, project identification and order conversion for company's Cable across Power Distribution, Transmission - related infrastructure, Heavy Industries and large Infrastructure Projects, excluding Building and Data Centre businesses.

The position will be responsible for developing a strong 2 - 3 year project pipeline, influencing consultants/utilities/EPCs, securing product approvals and specifications, and converting identified opportunities into profitable business.

Key Responsibilities:

A. Business Development & Market Development:

- Develop and execute the Pan - India BD strategy for Distribution, Heavy Industry and Infrastructure sectors.

- Identify upcoming projects 18 - 36 months before tender/order stage and build a qualified project pipeline.

- Develop relationships with Utilities, Government Departments, PSUs, Consultants, EPCs, OEMs and Project Developers.

- Identify new applications and markets for LT, HT, MV, MVCC/HVCC, EHV, Solar and special cables.

- Drive entry into new states, utilities, industrial clusters and strategic accounts.

B. Distribution Business:

Focus on:

1. RDSS and distribution strengthening projects.

2. State DISCOM capex and network augmentation.

3. Underground cabling and feeder segregation.

4. New substations, feeders and network modernization.

5. Covered Conductor/MVCC/HVCC applications.

6. Loss - reduction, system - strengthening and reliability projects.

Key stakeholders: DISCOMs, PFC, REC, CEA, State Power Departments, Consultants, EPCs and system integrators.

C. Heavy Industrial Business Development:

Develop business opportunities in Steel & Metals, Cement, Mining, Oil & Gas, Refineries & Petrochemicals, Fertilizers & Chemicals, Power Generation, Railways & Metro infrastructure, Ports & Airports, Defence infrastructure, Large manufacturing projects, Green Hydrogen/Green Ammonia, Renewable energy - linked industrial infrastructure. Build direct relationships with project owners, consultants, EPC contractors and electrical package contractors.

D. Infrastructure Development:

Identify and develop cable opportunities in Industrial corridors, Highways & expressways, Rail & Metro projects, Airports and ports, Water & irrigation projects, Urban infrastructure, Smart infrastructure, Government infrastructure projects, Large industrial parks, Transmission/distribution infrastructure. Building projects and Data Centers are specifically outside the scope of this role.

3. Consultant & Specification Management:

A critical responsibility will be to build and manage the Consultant Influence Network.

1. Map top electrical consultants and engineering consultants for targeted sectors.

2. Develop relationships with EPC design teams and consultants at concept/design stage.

3. Get Apar products incorporated into technical specifications, approved makes and BOQs.

4. Conduct technical presentations, workshops and product demonstrations.

5. Influence adoption of advanced technologies such as MVCC, HVCC, high - temperature conductors and specialized cables.

6. Track competitor specifications and recommend counter - strategies.

7. Develop consultant - wise and project - wise Specification Conversion Plans.

4. Project & Tender Intelligence:

Establish a structured Project Intelligence System covering: Project Identification - > DPR - > Consultant Appointment - > Tender Preparation - > Technical Specification - > Tender - > EPC Award - > Cable Enquiry - > Order.

Responsibilities include:

1. Identify projects at early planning/DPR stage.

2. Track estimated project cost and electrical package value.

3. Identify consultant, EPC and decision makers.

4. Track tender timelines and procurement strategy.

5. Identify likely cable quantities and product mix.

6. Develop project - wise estimated cable value.

7. Maintain 12/24/36 - month opportunity pipeline.

8. Provide monthly project intelligence reports to management.

5. Key Account & Stakeholder Management:

Develop strategic relationships with Government/Utilities, Power Utilities/DISCOMs, PGCIL, NTPC, NHPC, NHAI, Railways/Metro authorities, State PWDs, State Industrial Development Corporations, PFC/REC/CEA, Major PSUs and Industries like Tata Group, JSW, Adani Group, Reliance, Vedanta, L&T, Ultratech, Shree Cement, Major Oil & Gas, companies like Mining companies and EPC organizations. The role should focus on strategic account development rather than transactional sales.

6. Product Development & Technical Advocacy:

- Identify emerging cable requirements from industry and infrastructure projects.

- Work with R&D/Product Management to develop application - specific products.

- Promote technically differentiated products such as AL59 ACS 95C MVCC where technically appropriate.

- Develop technical papers, presentations and application notes.

- Support standard/specification development with utilities and consultants.

- Monitor relevant BIS, IEC, EN and utility specifications.

- Identify opportunities where superior technical performance can create a competitive advantage.

7. EPC & Contractor Development:

- Develop a database of major EPCs and electrical contractors.

- Establish Apar as a preferred cable supplier with strategic EPCs.

- Obtain vendor registrations and approvals.

- Track EPC project awards and procurement cycles.

- Develop relationships with procurement, engineering and project teams.

- Identify upcoming enquiries before they enter the formal procurement cycle.

- Coordinate with Sales for enquiry conversion and order closure.

8. Commercial & Business Responsibilities:

The incumbent will be responsible for:

1. Annual BD target achievement.

2. Building 3 - year qualified pipeline.

3. Conversion of projects into enquiries.

4. Enquiry - to - order conversion.

5. Improving specification - based business.

6. Maintaining healthy contribution/margins.

7. Developing high - value strategic accounts.

8. Reducing dependence on price - driven tender business.

9. Creating opportunities where Apar has a technical/specification advantage.