Business : Water Treatment Chemicals (across cooling tower, boiler, RO/membrane, effluent and specialty programs)

Region: Odisha (Orissa); with travel as necessary

Reports To : Business Development Head – Regional/Corporate BD

Role Purpose

Own the sales growth and profitability of the water treatment chemicals business of Water division in Odisha focusing on winning recent industrial accounts. The role covers the full cycle of hunting, program selling, tendering, pricing, collections and customer retention.

Key Responsibilities

1. Revenue and Growth

- Deliver the annual regional sales, margin and collection targets (INR Cr) against budget and prior year.
- Build the regional business plan with account-wise and segment-wise targets; targeting whitespace customers that the company not addressed before
- Track YTD performance against budget and the same period last year, and review it with the team on a fixed rhythm.

2. Business Development

- Identify and convert new accounts in the core Odisha industrial segments:
- Steel
- Captive and utility power
- Aluminum and metals
- Mining and Mineral Processing
- Refinery, petrochemical and fertilizer

- Build and maintain a qualified pipeline with clear stages, conversion rates and timelines.
- Drive cross-selling and up-selling across chemicals, equipment, O&M; and EPC, moving customers from single products to full treatment programs.

3. Key Account Management

- Own senior-level relationships (plant heads, utilities and operations heads, procurement and corporate leadership) at the top accounts.
- Lead annual rate contracts, tenders and renewals, and defend the account base against competition.
- Review carry-forward orders against new orders won to keep the order book healthy.

4. Commercial and Pricing Governance

- Own pricing, discounting and margin discipline within the approved framework.
- Lead commercial negotiations and contract terms.




- Own receivables and collection discipline in the region, working with Finance.

5. Technical-Commercial Partnership

- Work closely with Technical Services and R&D; on program design, trials, performance guarantees and cost-in-use justification.
- Make sure plant audits, service visits and performance reports are delivered on schedule.
- Escalate and resolve customer quality, delivery and service issues quickly.

6. Market Intelligence and Compliance

- Track competitor activity, pricing, new plant expansions and capex in Odisha, and feed them into strategy.
- Ensure compliance with company policies, safety and statutory norms, including chemical handling and logistics requirements.

Sample KPIs (illustrative – to be finalized post discussion)

- Regional sales versus budget and versus prior year (INR Cr)
- Gross margin and discount discipline
- New customer wins and new-account revenue
- Share of wallet in the top accounts and customer retention
- Pipeline coverage and win rate
- Order book: carry-forward versus new orders won
- Collections, DSO and overdue receivables

Qualifications and Experience

- B.E./B. Tech in Chemical Engineering or Chemistry. An MBA is preferred but not mandatory.
- Typically 15–20 years in B2B industrial sales, with at least 8–10 years in water treatment chemicals, specialty chemicals or a closely related field.
- At least 5 years leading a regional sales team and managing a P&L; or revenue target.
- Proven record of winning and growing large industrial accounts in steel, power, metals or similar sectors.
- Strong existing network in Odisha's industrial belt is a distinct advantage.

Skills and Competencies

- Solution and program selling, with a strong command of cooling tower, boiler and membrane water chemistry
- Tendering, contracting and commercial negotiation
- Strategic account planning and executive-level relationship building
- Data-driven sales management, comfortable with dashboards and forecasting
- Fluency in English and Hindi. Odia is highly desirable.

📌 Business Development Manager - Water Treatment Chemicals (India)
🏢 Antal International
📍 India