Corporate & Channel Partner Business Development

Company: KT Automation Pvt. Ltd.

Location: Vadodara, Gujarat

Business: Safety, Security & Automation Solutions

Experience: Since 1995 | 4,800+ Products & Solutions

1. Position Objective

We are looking for an energetic and result-oriented Business Development Manager – Corporate & Channel Partners to develop new business from: ● Large & mid-sized corporates

● Industries & manufacturing units

● Builders & developers

● Educational institutions

● Hotels & resorts

● Infrastructure projects

● Government / PSU opportunities

● System integrators, dealers, distributors and other channel partners The candidate will be responsible for creating new customers, developing existing accounts and building a productive channel-partner network across India.

The key objective is to convert KT Automation’s extensive range of Safety, Security & Automation products and solutions into recurring business opportunities.

1. Key Responsibilities

A. Corporate Business Development
1. Identify and develop new corporate accounts.
2. Meet decision-makers such as:

● Purchase Heads ● Administration Heads

● Facility Heads

● Security Heads

● EHS / Safety Heads

● IT Heads

● Project Heads

● Engineering Heads

1. Understand customer requirements and recommend suitable solutions.
2. Present multiple solutions rather than selling only individual products.
3. Arrange product demonstrations, presentations and technical meetings.
4. Develop multi-location corporate opportunities.
5. Generate enquiries, quotations, negotiations and purchase orders.
6. Develop long-term relationships with corporate customers.
7. Identify opportunities for AMC/CAMC, upgrades, replacements and additional solutions.
8. Maintain regular follow-up until order closure and payment realization.
9. Channel Partner Development

The candidate will be responsible for developing and activating: ● Dealers

● Distributors

● System Integrators

● Security agencies

● Electrical contractors

● CCTV dealers

● Automation companies

● Safety product dealers

● IT/networking companies

● Facility management companies

● Project consultants

Channel Partner Activities

● Identify potential partners city-wise and segment-wise.

● Approach and onboard new channel partners.

● Explain KT Automation’s product range and commercial benefits.

● Provide product catalogues, price lists and sales material.

● Conduct online/offline product training.

● Generate enquiries through partners.

● Support partners in preparing quotations and technical proposals.

● Help partners close their first order quickly.

● Develop repeat business from active partners.

● Track inactive partners and reactivate them.

● Develop exclusive/local market opportunities wherever appropriate.

● Build a robust pipeline of channel-generated business.

1. “One Customer – Multiple Solutions” Approach

The BDM should not work only as a product salesperson. The candidate must identify multiple requirements of the same customer and introduce relevant solutions.

For example

Corporate customer →

CCTV + Access Control + Attendance + Visitor Management + Boom Barrier + Flap Barrier + Metal Detector + Panic Button + LED Display + PA System + Safety Products + PPE + Traffic Safety + Digital Key Management + Automation + AMC/CAMC The objective is to increase:

Customer Value × Number of Solutions × Repeat Business

1. Lead Generation

The candidate will be responsible for generating business independently through: ● Cold calling

● Corporate visits

● Channel partner references

● LinkedIn





● Email campaigns

● WhatsApp business communication

● Existing customer references

● Exhibitions

● Seminars

● Vendor registration

● Tender opportunities

● Online enquiries

● Industry databases

● Consultants and architects

● Project tracking

● Cross-selling to existing customers

1. Corporate Account Development

For every major corporate account, the candidate should create an Account Development Plan covering: Customer → Locations → Departments → Decision Makers → Existing Products → Potential Products → Current Projects → Future Projects → AMC → Replacement Opportunities The objective is to convert a single customer into a long-term multi-solution account.
1. Channel Partner Performance Management

The BDM should maintain a monthly channel-partner dashboard: Parameter Target Recent partners contacted Monthly target New partners onboarded Monthly target Partners activated Monthly target Enquiries generated Monthly target Quotations generated Monthly target Orders received Monthly target Sales value Monthly target Repeat orders Monthly target Dormant partners reactivated Monthly target Partners should be classified as:

A – Active & High Potential

B – Active & Developing

C – Low Activity

D – Dormant / To Be Reactivated

1. Sales Pipeline Management

The BDM must maintain a continuously updated pipeline: Lead → Contacted → Meeting → Requirement → Presentation/Demo → Enquiry → Quotation → Negotiation → PO → Dispatch → Payment → Repeat Business

Every opportunity should have

● Customer name

● Contact person

● Requirement

● Estimated value

● Probability

● Expected order date

● Competitor

● Next action

● Responsible person

● Status

1. Cross-Selling & Upselling

A major responsibility will be to increase business from existing customers and channel partners.

Examples

Existing CCTV customer → Access Control + Attendance + Visitor Management + Perimeter Security

Existing Builder → Boom Barrier + Access Control + CCTV + Intercom + Parking + Digital Signage + Safety + Automation

Existing Industrial Customer → PPE + Safety + Security + Traffic Management + Surveillance + Access + Automation + AMC

1. Coordination With Internal Teams

The BDM will coordinate with: ● Sales Team

● Technical Team

● Purchase Team

● Product Team

● E-commerce Team

● Marketing Team

● Accounts Team

● Service Team

● Management The candidate should ensure smooth movement of an opportunity from lead generation to order execution and payment collection.

1. Candidate Profile

Qualification Graduate / MBA / equivalent qualification preferred.

Experience

5+ years preferred in business development, B2B sales, channel sales, corporate sales, security, safety, automation, electrical, IT, infrastructure or related industries.

Candidates with experience in system integration or multi-product solution selling will be preferred.

1. Required Skills

Essential ● Robust business development ability

● Corporate sales experience

● Channel partner development

● Excellent communication skills

● Negotiation skills

● Presentation skills

● Relationship management

● Lead generation

● Follow-up discipline





● Sales pipeline management

● Basic technical understanding

● Good computer skills

Preferred

Knowledge of

● CRM / ERP

● MS Excel

● Email marketing

● LinkedIn

● WhatsApp Business

● GeM / tender business

● E-commerce

● CCTV & surveillance

● Access control

● Safety products

● Automation

● Security systems

● Infrastructure solutions

Knowledge of AI / ChatGPT and modern sales tools will be an advantage.

1. Personal Attributes

The candidate should be: ● Highly energetic

● Self-driven

● Target-oriented

● Confident

● Good at networking

● Persistent in follow-up

● Customer-focused

● Commercially smart

● Positive in attitude

● Willing to travel

● Comfortable meeting senior decision-makers

● Capable of working independently

● Strong in relationship building

1. Key Performance Indicators – KPI

Performance will be evaluated on:
1. New Corporate Accounts

Number and value of new corporate customers developed.
1. Channel Partner Network

Number of new productive partners onboarded.
1. Channel Activation

Number of partners generating enquiries/orders.
1. Sales

Monthly and quarterly sales achievement.
1. Pipeline

Value and quality of qualified opportunities.
1. Multi-Solution Sales

Average number of products/solutions sold per customer.
1. Repeat Business

Business generated from existing customers and partners.
1. Customer Coverage

Number of decision-makers and organisations actively developed.
1. Conversion Ratio

Lead → Enquiry → Quotation → Order.
1. Collection Support

Assistance in timely payment realization.
1. First 90 Days – Expected Action Plan

First 30 Days ● Understand 4,800+ products & solutions.

● Understand key customer segments.

● Prepare target corporate list.

● Prepare channel-partner prospect list.

● Start corporate meetings.

● Start partner onboarding.

● Understand pricing and commercial policies.

31–60 Days

● Build active corporate pipeline.

● Onboard productive channel partners.

● Conduct product/solution presentations.

● Generate enquiries and quotations.

● Develop repeat opportunities.

● Start multi-solution selling.

61–90 Days

● Convert pipeline into orders.

● Activate a larger number of partners.

● Develop key corporate accounts.

● Establish recurring business.

● Submit monthly business-development report.

● Achieve agreed sales and activity targets.

1. Reporting

The BDM will submit a Daily / Weekly / Monthly Business Development Report covering: Visits | Calls | Meetings | New Leads | New Partners | Enquiries | Quotations | Orders | Sales | Collections | Pipeline | Next Actions
1. Core Success Formula

MORE CORPORATES ●

MORE CHANNEL PARTNERS

●

MORE SOLUTIONS PER CUSTOMER

●

MORE REPEAT ORDERS

●

STRONG FOLLOW-UP

=

HIGHER BUSINESS GROWTH

Position Summary

Business Development Manager – Corporate & Channel Partners will be a key growth position responsible for expanding KT Automation’s business by combining direct corporate business development with a scalable channel-partner network.

The ideal candidate should think beyond individual product sales and create opportunities for complete Safety, Security & Automation solutions across multiple customer segments and locations.

The role is suitable for a person who wants to build business, not merely handle enquiries.

Pay: ₹25,000.00 - ₹35,000.00 per month

Benefits

- Cell phone reimbursement
- Provident Fund

Experience:
- Similar: 4 years (Required)

Location:
- Vadodara, Gujarat 390020 (Required)

Work Location: In person

📌 Business Devlopment Manager (Vadodara)
🏢 KT Automation
📍 Vadodara