Role & responsibilities

1. Executive Intelligence Delivery:

- Provide the MD with monthly and quarterly briefings on market share shifts, competitor capacity changes, and emerging industrial manufacturing clusters across India
- Translate macro-economic indicators, trade data, and industry reports into commercially actionable strategic narratives
- Develop and maintain a structured intelligence calendar proactive, not reactive

2. Market Sizing & Cluster Mapping:

- Map the Total Addressable Market (TAM) and Serviceable Addressable Market (SAM) for HSS tools, specialized dies, heat treatment services, and PVD coating services across Indian manufacturing verticals and application categories
- Identify high-growth industrial clusters across key geographies and align findings with sales territory and capacity planning
- Quantify segment-specific demand: die casting vs. plastic molding vs. cutting tool vs. forging, by region and growth trajectory

3. Salesforce CRM Analytics & Data Mining:

- Collaborate with the IT/CRM Lead to clean, segment, and analyze customer data across all active accounts, opportunities, and application segments
- Identify historical buying patterns by application type (e.g., die casting customers vs. cutting tool customers), churn signals, dormant accounts, and cross-sell opportunities within the Salesforce pipeline
- Build and maintain executive-level Power BI / Tableau dashboards displaying real-time revenue-at-risk, market penetration by segment, and account health
- Run structured win/loss analyses by product category, application area, and geography isolating root causes: pricing, turnaround time, logistics,



technical fit, or competitive displacement

4. Predictive Lead Scoring & Pipeline Intelligence:

- Combine external market signals (import/export data via Zauba/Infodrive, new factory registrations, OEM vendor development announcements) with internal CRM behaviours to build predictive models for high-value sales targets
- Develop lead prioritization frameworks by application area and segment enabling the sales team to focus prospecting effort on the highest-conversion account profiles
- Monitor sales pipeline velocity, conversion rates, and forecast accuracy across India's distinct industrial clusters and application segments

5. Competitor & Import Intelligence:

- Conduct ongoing benchmarking of domestic and international PVD coating service providers, heat treatment facilities, and tool steel distributors operating in India
- Track competitor footprints, pricing structures (e.g., domestic vs. imported grade pricing dynamics), technology adoption, and capacity expansions
- Monitor trade flows for key HSS grades, PVD coating equipment, and die steel imports to anticipate competitive supply shifts

6. Value Chain & Techno-Commercial Analysis:

- Evaluate the end-to-end industrial ecosystem:



tool steel suppliers heat treatment facilities PVD coating job shops toolmakers OEM/Tier 1 end-users
- Translate complex metallurgical and process trends e.g., shift from conventional HSS to powder metallurgy grades, preference shifts across PVD coating types (TiN, AlTiN, CrN), die life improvement through coating into explicit business development implications
- Identify structural value-chain gaps, adjacency opportunities, or under-served application areas the business could pursue

7. CRM Data Quality Partnership:

- Partner with the IT and Sales Teams to maintain data accuracy standards across customer master, contacts, opportunities, and claim/service activity records
- Define data quality requirements that support analytical outputs by application area, segment, and geography
- Design custom reporting objects and field definitions in Salesforce that enable meaningful commercial analytics.

Preferred candidate profile

- 5-9 years of relevant experience spanning market research, commercial analytics, or CRM-based business intelligence
- Demonstrated experience sizing B2B industrial markets or analyzing manufacturing sector trade data in India
- Prior exposure to one or more application areas: die casting, cutting tools, plastic injection molding, cold/hot forging, stamping, extrusion, or rolling
- Experience serving or researching industry segments including Auto Components, Electrical/Electronics, Aerospace, Oil & Gas, Consumer Goods, Med-Tech, or Precision Engineering
- Proven track record of delivering executive-level intelligence outputs not just data reports

📌 Commercial Intelligence & Analytics Lead (Mumbai)
🏢 Hipotz
📍 Mumbai