Business Development & Market Development

- Develop and execute the Building & Infrastructure business strategy for assigned region/market.
- Identify new business opportunities across:
- Commercial buildings
- Residential projects
- Data centres
- Airports & metros
- Hospitals
- Hotels
- Industrial buildings
- Warehouses & logistics parks
- Smart cities
- Roads, bridges and urban infrastructure
- Renewable and utility infrastructure
- Develop a robust project pipeline for FY27–FY30 with project value, stage, consultant, EPC, owner and estimated cable potential.
- Identify emerging infrastructure projects at the early stage to create a first-mover advantage.
- Drive conversion of identified opportunities into orders and recurring business.

B. Consultant & Specification Development
- Build strong relationships with leading electrical consultants, MEP consultants, architects and design houses.
- Ensure company products are incorporated into project specifications and approved vendor lists.
- Conduct technical presentations on cable solutions, standards, performance and application benefits.
- Influence project specifications at the design and tender stage.
- Develop consultant-specific engagement plans and track specification conversion.
- Work closely with the Technical/Engineering team for product approvals and technical clarifications.

C. EPC, Builder & Developer Engagement
- Develop strategic relationships with:
- Large builders and developers
- EPC contractors
- MEP contractors
- Electrical contractors
- Infrastructure developers
- Government agencies
- PSUs and institutional customers
- Establish Key Account Management (KAM) plans for top strategic accounts.
- Develop annual business plans for key customers, including revenue potential and product mix.
- Negotiate commercial and technical requirements in coordination with Sales and Management.

D. Project Sales & Opportunity Management
- Track projects from concept → design → specification → tender → award → procurement → execution.
- Maintain a project-wise opportunity funnel with probability and expected order date.




- Prepare project-wise cable quantity and value estimates for:
- LV power cables
- MV cables
- Instrumentation cables
- Fire-survival cables
- Control cables
- Special/low-smoke cables
- Solar and renewable cables, wherever applicable.
- Coordinate with sales teams to ensure timely quotation, negotiation and order closure.
- Monitor competitor participation, pricing and technical positioning.

E. Strategic Account Development
- Create a Top 50/100 Strategic Building & Infrastructure Account database.
- Develop account penetration strategies for major developers, EPCs and consultants.
- Identify cross-selling and up-selling opportunities across the company's cable portfolio.
- Develop long-term contracts, rate agreements and preferred-vendor relationships.
- Build relationships at multiple levels: procurement, projects, engineering, commercial and senior management.

F. Market Intelligence & Competition Mapping
- Continuously monitor:
- Competitor products and pricing
- Current product launches
- Market trends
- Customer requirements
- Project specifications
- Regulatory changes
- Raw-material impact
- Prepare monthly market and competitor intelligence reports.
- Identify gaps in the existing product portfolio and provide inputs for new product development.

G. Cross-Functional Coordination

Work closely with:

- Sales
- Product Management
- Design & Engineering
- Quality
- Manufacturing
- Commercial
- Finance
- Tendering
- Supply Chain
- Marketing

to ensure smooth execution from opportunity identification to order delivery.

3. Key Deliverables / KRAs





KRAIndicative ResponsibilityRevenue GrowthAchieve assigned Building & Infrastructure revenue targetProject PipelineMaintain 3–5X qualified pipeline against annual targetNew Account DevelopmentAdd strategic builders, EPCs, consultants and institutional customersSpecification ConversionIncrease products specified/approved in major projectsProject ConversionImprove conversion of identified projects into ordersConsultant EngagementDevelop and maintain key consultant relationshipsStrategic AccountsDevelop Top 25/50 key account plansMargin / VADeliver business within approved profitability parametersMarket ExpansionEnter new geographies/application segmentsCompetition IntelligenceProvide actionable competitor and market intelligenceCollections SupportSupport sales/commercial teams in timely payment realizationNew ProductsSupport introduction and market development of new cable products

4. Target Customer Ecosystem

Project Owners / Developers

↓

Architects & Electrical Consultants

↓

EPC / PMC Companies

↓

MEP / Electrical Contractors

↓

Cable Distributors / Channel Partners

↓

End Project

The Senior Manager should be capable of influencing the project well before the procurement stage, rather than operating only as an order-generation salesperson.

5. Desired Competencies

Technical

- Good understanding of LV/MV cables and their applications.
- Knowledge of cable standards, specifications and testing requirements.
- Ability to understand electrical SLDs, BOQs and technical specifications.
- Ability to recommend appropriate cable solutions for projects.

Commercial

- Strong negotiation and commercial understanding.
- Knowledge of project costing, margins and value engineering.
- Ability to analyse project potential and customer profitability.

Business Development

- Strong consultative selling capability.
- Excellent networking with consultants, EPCs and project owners.
- Strategic account management.
- Project pipeline management.
- Competitor and market analysis.

Leadership

- Ability to work independently and drive cross-functional teams.
- Strong communication and presentation skills.
- Result-oriented approach.
- Ability to influence senior stakeholders.

📌 Manager (Kolkata)
🏢 APAR Cable Sales and Marketing
📍 Kolkata