Job Summary

The National Lead - Industrial Business is responsible for developing and executing Owens Minor Indias industrial business strategy to drive sustainable revenue growth, profitability and market expansion across priority industrial segments. This role will lead the development of strategic customer relationships, strengthen and expand the distributor network, identify new business opportunities and maximize market penetration for Owens Minors industrial portfolio. The incumbent will collaborate closely with cross-functional teams including Marketing, Supply Chain, Finance, Customer Service and regional leadership to ensure successful execution of commercial objectives.

The role requires a highly strategic and commercially astute professional with strong experience in industrial sales, channel management and business development. The individual will serve as a trusted partner to customers and distributors, leveraging market insights to enhance Owens Minors competitive position and deliver long-term business growth.

Disciplined execution through CRM systems, robust forecasting and a strong customer-centric approach will be critical to success in this role.

Key Accountabilities / Responsibilities

Responsibility Area One: Business Strategy and Growth

Major Actions

- Develop and execute the annual Industrial Business Plan aligned with Owens Minor Indias strategic priorities.
- Deliver sales, volume and profitability targets for the industrial portfolio.
- Identify, assess and pursue new business opportunities across key industrial sectors.
- Monitor market trends, competitive activity, customer requirements and regulatory developments to identify growth opportunities and mitigate business risks.
- Provide regular business performance reviews, forecasts and strategic recommendations to leadership.
- Develop and implement initiatives to accelerate market penetration and expand Owens Minors presence within targeted segments.

How Success Will Be Measured

- Achievement of annual net sales targets.
- Achievement of operating profit objectives.
- Delivery of volume growth targets.
- Year-over-year growth in industrial business revenue.
- Successful entry into new markets and customer segments.

Responsibility Area Two: Strategic Account and Distributor Management





- Develop and maintain strategic relationships with national industrial accounts and key decision-makers.
- Identify, appoint, develop and manage channel partners to strengthen market coverage and business performance across India.
- Implement Strategic Account Management principles to maximize long-term customer value and retention.
- Conduct regular business reviews with distributors to evaluate performance, identify opportunities and address gaps.
- Partner with distributors to establish annual business plans, growth initiatives and capability-building programs.
- Support the resolution of customer and distributor concerns in a timely and effective manner.

How Success Will Be Measured

- Growth in sales through key accounts and distribution partners.
- Improved distributor effectiveness and engagement.
- Increased customer retention and satisfaction levels.
- Successful onboarding and development of strategic channel partners.
- Achievement of agreed business objectives with distributors.

Responsibility Area Three: Market Development and Portfolio Expansion

- Collaborate with Marketing teams to develop and implement market development initiatives, promotional campaigns and customer engagement activities.
- Support new product introductions and commercialization initiatives within the industrial portfolio.
- Identify emerging customer needs and recommend portfolio opportunities to strengthen Owens Minors market position.
- Develop relationships with key opinion leaders, industry associations and influencers to enhance brand visibility and market intelligence.
- Participate in relevant industry forums, conferences and customer events to generate business opportunities.

How Success Will Be Measured

- Successful execution of marketing and market development plans.
- Increased penetration of the industrial product portfolio.
- Growth from new products and solutions.




- Improved market awareness and brand presence.
- Expansion of customer opportunities and sales pipeline.

Responsibility Area Four: Commercial Excellence and Business Operations

- Drive disciplined sales execution through effective pipeline management and CRM utilization.
- Develop accurate sales forecasts and demand plans to support inventory and supply planning.
- Partner with Finance, Supply Chain, Customer Service and Sales Operations to optimize business performance.
- Support pricing strategies, commercial proposals, tender submissions and contract negotiations in line with company policies.
- Monitor receivables and collaborate with relevant stakeholders to ensure healthy working capital management.
- Ensure compliance with company policies, ethical standards and applicable regulatory requirements.

How Success Will Be Measured

- Forecast accuracy and effective demand planning.
- Timely completion of commercial processes and reporting requirements.
- Effective management of pricing and commercial governance.
- Improvement in receivables performance.
- Robust collaboration with internal stakeholders resulting in enhanced customer experience.

Key Relationships

- Country Leadership Team - Strategic alignment, business reviews, forecasting and performance updates
- Marketing Team - Portfolio strategy, market development initiatives and product launches
- Supply Chain Team - Demand planning, inventory management and service level optimization
- Finance Team - Pricing, profitability analysis, commercial approvals and receivables management
- Customer Service and Sales Operations - Order management, reporting and customer experience enhancement
- Strategic Customers - Relationship management, business development, contract negotiations and solution selling
- Distribution Partners - Business planning, capability development, performance reviews and market expansion
- Industry Associations and Key Influencers - Market intelligence, networking and brand positioning

Disclaimer: This job posting and Location has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 OUS - Business Development Manager I (Pune)
🏢 Owens u0026 Minor
📍 Pune