Job Title
Business Development Manager (BDM) Government & Enterprise Accounts | iPumpnet
Location
Mumbai - Maharashtra (with necessary travel across India as required)
Role Summary
iPumpnet is driving Smart Pumping, Smarter Operations for water and industrial pumping ecosystems. The Business Development Manager will lead growth across Government / PSU / Utility accounts by developing the pipeline, owning the end-to-end sales cycle, and converting opportunities through value-based selling approach and tender/contract execution.
Key Responsibilities
Business Development & Revenue Growth
- Drive new customer acquisition and expansion within Government, PSU, and Utility segments (Water Boards, Smart City projects, Municipal Corporations, Power Plants, Irrigation, Industries with public sector interface).
- Build and manage a healthy pipeline: lead generation discovery solution positioning proposal negotiation closure.
- Conduct industry and account research to identify programs, budgets, tenders, and modernization initiatives aligned to iPumpnet value.
Job Description
- Own the complete government sales workflow:
- GeM onboarding / bid participation (where applicable)
- eProcurement portals (state/central), EMD, tender documentation, compliance checklists
- Pre-bid meetings, clarifications, technical eligibility, PQ/TQ/CQ mapping
- Rate contracts / framework agreements
- Coordinate internal inputs for bid submission: technical write-ups, drawings, compliance matrices, commercial formats, performance proofs, and credentials.
- Engage stakeholders across Engineering, O&M, Electrical/Mechanical, Energy/ISO teams, Finance, and Top Management.
- Translate site pain points (energy loss, downtime, reliability issues, audit non-conformities) into business outcomes (energy savings, uptime, compliance, ROI).
- Lead customer workshops, demos, and pilot proposals, working closely with product/implementation teams.
- Develop relationships with EPCs, system integrators, consultants, energy auditors and OEM partners relevant to pumping and water infrastructure projects.
- Build alliances that accelerate entry into large public sector opportunities.
- Maintain accurate CRM updates, funnel metrics, and forecasts.
- Provide structured feedback to product and leadership teams based on market/customer signals.
Success Metrics (KPIs)
- Quarterly / Annual Order Intake
- New Leads Identified
- Bid / No-Bid Coverage Percentage [(Reviewed bids Total bids) 100]
- Ontime Proposal Submission Percentage [(On-time Total Submissions) x 100]
- Lead-to-order conversion ratio
Required Experience & Skills
- 715+ years in B2B business development / enterprise sales with strong Government/PSU account handling experience.
- Demonstrated experience in tendering, eProcurement, bid management, and contract negotiations.
- Exposure to infrastructure domains: water utilities, pumping stations, power plants, industrial utilities, energy efficiency/IoT/automation.
- Strong communication, stakeholder management, and negotiation skills.
- Comfortable with long sales cycles and multi-level decision-making.
Preferred Qualifications
- Engineering background (Mechanical/Electrical/Instrumentation) preferred; MBA in Marketing is a plus.
- Familiarity with energy management / ISO 50001 concepts and value selling for operational savings is a plus
- Experience working with senior government stakeholders and navigating procurement processes.
