Job Description
Job Profile
To support revenue growth by identifying, qualifying and developing business opportunities for engineering consultancy, EPCM support and PMC services with EPC contractors, owner-operators and industrial clients across oil & gas, petrochemicals and chemicals. The role serves as the operational commercial owner for a defined portfolio of accounts in India and selected overseas regions, converting market intelligence into a qualified pipeline and closed orders while maintaining disciplined reporting and CRM hygiene.
Requirements
Position in the Organisation
This role sits between commercial strategy and day-to-day execution. The Director owns overall commercial strategy, key-account growth, major negotiations and international market expansion; this Manager / Senior Manager executes pipeline development, client engagement, bid coordination and reporting discipline. The role may be split by geography or segment as the function scales — for example, India EPC accounts, Malaysia regional accounts, or owner-operator PMC / EPCM pursuits.
Reporting line: Director – Sales & Marketing → Manager / Senior Manager – Sales & Marketing → Business Development Engineer / Proposal Coordinator.
Key Responsibilities
- Lead generation & qualification — Generate and qualify leads from EPC contractors, owner-operators, licensors, OEMs and existing client networks across target sectors.
- Relationship management — Build and maintain relationships with client engineering, projects, procurement and business teams to create repeat opportunities and improve account penetration.
- Opportunity tracking — Track RFQs, tenders and project announcements, and coordinate internal bid / no-bid reviews with the Director and technical teams.
- Proposal coordination — Coordinate preparation of proposals, capability statements, presentations and commercial submissions in collaboration with engineering, estimation and contracts teams.
- Negotiation support & closure — Support negotiations, clarifications and follow-up meetings through to order closure, maintaining accurate CRM updates and opportunity-status reports.
- Reporting & forecasting — Prepare monthly pipeline reports, sales forecasts, market-intelligence summaries and competitor updates for management review.
- Market presence — Represent the company at industry events, client visits and networking forums to strengthen market visibility and identify new prospects.
- Marketing support — Support marketing activities including LinkedIn campaigns, brochures, sector-specific collateral, email outreach and case-study development for industrial clients.
Qualifications & Experience
- Bachelor's degree in Engineering (Mechanical, Chemical, Process or allied disciplines); MBA preferred.
- 6–12 years of relevant B2B industrial sales or business-development experience in engineering services, EPC or industrial projects.
- Direct exposure to oil & gas, petrochemical or chemical project sales, proposal support and client-facing commercial discussions.
- Familiarity with EPC / EPCM / PMC engagement models and owner-side and contractor-side procurement processes.
Core Competencies
The following competencies are essential to success in the role:
- Consultative, solution-led selling
- Proposal & bid coordination
- Technical-commercial communication
- CRM discipline & pipeline hygiene
- Market mapping & account planning
- Relationship management with EPC and owner-side stakeholders
Key Performance Indicators
Performance will be measured against a balanced set of leading and lagging indicators:
KPI
Definition
Qualified pipeline value
Total value of qualified, active opportunities in the assigned portfolio
Active opportunities
Number of live opportunities progressing through the funnel
Proposal conversion ratio
Proposals won as a percentage of proposals submitted
New accounts opened
Number of new client accounts activated in the period
Repeat business
Revenue secured from existing / repeat accounts
Revenue booked vs target
Orders booked against assigned commercial targets
Grade & Growth Path
The role operates within the following commercial hierarchy, giving clear ownership between strategy and execution:
- Director – Sales & Marketing (commercial strategy, key accounts, major negotiations, international expansion)
- Manager / Senior Manager – Sales & Marketing (this role — operational commercial ownership of targeted accounts)
- Business Development Engineer / Proposal Coordinator (execution support — proposals, coordination, CRM)
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