Job Title: Category Head (Steam & Heat)
Department: Sales & Business Development
Location: Pune
Reports To: Global Sales Head
Job Overview
Category Head Biomass based Steam and Heat Business for Build-Own-Operate (BOO) utility solutions. Driving sales and business growth, strategic sales leadership, key account management, and overall revenue generation across Domestic and International markets. This role will require significant travel to build relationships, close deals, and ensure the successful execution of projects.
Key Responsibilities
Market Strategy & Development:
- Define and implement the sales strategy for Domestic and International market, focusing on utility solutions (Steam and Heat) under the Build-Own-Operate (BOO) model.
- Identify new market opportunities and expand the company s footprint in target international markets.
- Assess regional trends, customer needs, and competition to develop targeted marketing and sales campaigns.
Business Development
- Lead business development efforts, ensuring a strong pipeline of opportunities in the utility sector (steam, heat, biomass-based solutions, etc.).
- Cultivate strong relationships with key customers, including industrial sectors such as textiles, chemicals, food processing, dairy, and more.
- Network with stakeholders across industries to promote Onsite Energy solution and identify new projects.
Sales Leadership & Team Management
- Help build sales teams in Domestic and International market, providing guidance, motivation, and support to achieve sales targets.
- Build a high-performance sales culture focused on results and client satisfaction.
- Coordinate with cross-functional teams (technical, operations, legal) to ensure smooth execution of contracts and projects.
- Client Relationship Management:
- Develop and maintain long-term relationships with key clients and partners.
- Regularly engage with clients to assess satisfaction, address concerns, and ensure continued business growth.
- Manage and expand accounts, ensuring successful project delivery and long-term partnerships.
Sales Forecasting & Reporting
- Prepare regular sales forecasts, reports, and updates for senior management.
- Analyze sales trends, market dynamics, and competition to provide actionable insights.
- Track and report on key performance metrics to ensure that sales targets and KPIs are met.
- Contract Negotiation & Closure:
- Lead negotiations for complex BOO contracts, ensuring favorable terms for TOESL while meeting customer requirements.
- Collaborate with legal and finance teams to structure and finalize contracts, ensuring compliance with local laws and regulations.
- Close high-value long term BOO deals and manage the transition from sales to project execution.
Market Intelligence & Competitive Analysis
- Monitor market trends, competitor activities, and regulatory changes in Domestic and International market.
- Provide insights into customer needs, technological developments, and evolving market conditions.
- Stay abreast of local energy policies, environmental regulations, and green fuel initiatives in each country.
Brand Positioning & Marketing
- Work with the marketing team to strengthen brand presence and promote the value proposition of BOO utility solutions.
- Represent the company at industry events, conferences, and exhibitions in the region.
Education
Qualifications & Experience:
- Bachelor s degree in engineering, Business, or related fields (MBA preferred).
Experience
- 12-15 years of experience in sales and business development, with a proven track record in the utility, energy, or industrial sectors.
- Significant experience in managing and growing business in India and International market like Southeast Asia, Indonesia, Thailand, Philippines, and Malaysia.
- Experience in the Build-Own-Operate (BOO) or Build-Own-Operate-Transfer (BOOT) model is highly preferred.
- Strong understanding of energy solutions, renewable energy (biomass, waste-to-energy, etc.), and utility operations.
Skills & Competencies
- Exceptional leadership and people management skills.
- Strong negotiation, communication, and interpersonal skills.
- Strategic thinking and problem-solving ability, with the capability to navigate complex business challenges.
- Fluency in English; proficiency in local languages (Indonesian, Thai, or Filipino) is a plus.
- Willingness to travel frequently within India and Overseas.
Key Attributes
- Strong business acumen with the ability to understand and articulate the technical aspects of utility solutions.
- Excellent relationship-building skills and a deep understanding of local market dynamics.
- Result-oriented and self-driven with a proactive approach to sales and market development.
- Ability to work under pressure and manage multiple stakeholders in a dynamic and fast-paced environment.
