Position: Vice President - Business Development & Technology Commercialization

Experience: 20+ years

Location: Karnataka, India

Reporting To: Joint Managing Director (Promotor)

Compensation: As per industry standards (Attractive Package)

Role Overview:

The company is looking for an experienced and commercially driven senior professional to lead business development, technology commercialization, and business expansion for a growing industrial solutions business.

The organization is focused on developing and commercializing innovative solutions for industrial customers. The role involves identifying new market opportunities, acquiring customers, establishing strategic partnerships, converting initial customer engagements into sustainable business, and supporting the expansion of manufacturing capabilities.

The successful candidate will be responsible for driving business growth, strengthening market presence, improving commercial performance, and building a scalable and profitable business.

Key Responsibilities:

1. Commercial Strategy:

- Identify and prioritise industries, customer segments and applications based on market size, customer pain points, treatment economics and probability of adoption.

- Develop a clear go-to-market strategy for each priority segment.

- Develop pricing and commercial models that capture the value created for customers.

- Establish a clear roadmap for scaling the ferrate business across India and, subsequently, relevant international markets.

2. Customer Acquisition and Business Development:

- Build a strong pipeline of industrial customers across pharmaceuticals, specialty chemicals, agrochemicals, textiles, food & beverage, dairy, pulp & paper and other industries with complex wastewater-treatment requirements.

- Form relationships with senior decision-makers including Business heads, plant heads, EHS heads, wastewater treatment teams, technical and procurement teams.

3. Convert Trials into Repeat Commercial Business:

- A critical responsibility will be establishing a disciplined process: Customer Problem - Initial Lab Testing - Pilot Trial Set up and Commencement - Commercial Contract - Repeat Business.

- Identify and qualify high-value trial opportunities.

- Ensure trials are conducted against clearly defined technical and commercial success criteria.

- Quantify the economic benefits achieved through ferrate treatment and convert successful trials into long-term commercial contracts.

- Track and collect payment from customers in an appropriate timeframe.

- Establish systems for tracking trial success and trial-to-commercial conversion.

- Reduce the time between technical validation and commercial adoption.

4. Build the Customer Value Proposition:

- To achieve successful repeat business the VP will ultimately have to convince the companies how the economic value of using Ferrate will outweigh its cost and how Ferrate can outperform our competitors.

- Build customer-specific understanding of existing chemical consumption, treatment time, electricity consumption, treatment capacity, sludge generation and disposal, RO membrane performance, water recovery and reuse, existing ETP/ZLD performance, regulatory compliance, capital expenditure avoided, operating expenditure, and overall treatment cost per KL of wastewater.

5. Strategic Partnerships and Market Intelligence:

- Build relationships with technology partners, consultants, solution providers, OEMs, system integrators, and industry stakeholders.

- Identify potential strategic alliances and distribution or channel partnerships.

- Monitor market developments, competing solutions, customer trends, and industry opportunities.

- Recommend initiatives to strengthen market penetration and competitive positioning.

6. Commercial Performance:

- Own commercial performance including revenue growth, gross margin, successful sales pipeline, trial-to-commercial conversion, receivables and collection, customer acquisition, and repeat business.

7. Manufacturing Expansion and Scale-Up:

- Support the transition from existing production capabilities to larger-scale manufacturing operations.

- Develop expansion plans based on projected market demand and business opportunities.

- Coordinate with engineering, technical, operations, and leadership teams on capacity planning and project execution.

- Evaluate project economics, capital requirements, procurement, statutory approvals, and commissioning requirements.

- Ensure manufacturing expansion plans align with business growth objectives.