Role & responsibilities

About the Role

We are looking for an experienced Head of Enterprise BD Accounts who can identify, open, develop, and scale large enterprise customers.

This is a One-to-Ten Scale sales role. You will identify companies where cold-chain operations are creating operational inefficiencies, excessive capex, high energy costs, or service challenges, engage the relevant business and P&L; owners, develop a compelling business case, win the initial pilot, and convert successful pilots into large, multi-city deployments.

The target is to build enterprise accounts capable of reaching Rs 50 Cr+ annual run rate within 24 months of the first pilot.

This role will work closely with the CEO, and will own the customer journey from initial prospecting through commercial closure and large-scale implementation.

Key Responsibilities

1. Enterprise Account Development
- Identify and target large enterprises with significant cold-chain requirements.
- Build a strategic target-account pipeline across sectors such as quick commerce, pharma, food, dairy, meat, modern retail,



logistics, and cold-chain operations.
- Develop account maps covering business heads, P&L; owners, operations, supply chain, procurement, finance, and other key stakeholders.
- Establish relationships with CXOs and senior business decision-makers.

2. Recent Business Acquisition
- Independently open large enterprise accounts from zero.
- Generate opportunities through direct prospecting, industry networks, market intelligence, and relationship building.
- Lead the complete enterprise sales cycle from discovery to commercial closure.
- Convert initial conversations into structured pilots and long-term commercial engagements.

3. Business Case & Solution Selling.
- Understand the customer's existing cold-chain infrastructure, operating model, cost structure, and pain points.
- Demonstrate how Tan90's solutions can improve operational efficiency, reduce costs, improve asset utilization, and enable s

📌 Director Business Development (Bengaluru)
🏢 Tan90 Thermal
📍 Bengaluru