Senior Manager, Business Development

Senior Manager, Business Development

The Senior Business Development Manager will lead the business growth for industrial gases and manage a high-performing BD team. You will be responsible for strategic account development and full commercial lifecycle for high-value CAPEX projects including on-site generation plants, Industrial gas/Chemicals projects, pipeline supply and turnkey EPC solutions. This role requires a leader who combines technical depth, commercial acumen and people management to deliver safe, profitable and sustainable gas solutions while building long-term partnerships with key customers, EPCs and stakeholders.

Duties & Responsibilities

• Lead & Develop BD Team- Manage, coach, and develop a team of BD Executives/Managers. Set targets, conduct performance reviews and build team capability in technical selling and negotiation.
• Market & Account Strategy- Define and execute the BD strategy. Allocate accounts and opportunities across the team to maximize coverage and win rate.
• Project Origination- Personally lead pursuit of strategic, high-value opportunities. Oversee team in identifying, qualifying, and securing new projects: on-site generation, pipeline supply, bulk/packaged/specialty gases and turnkey EPC solutions.
• Stakeholder Engagement- Build and maintain C-level relationships with key accounts, EPC contractors, consultants and government agencies. Represent the company at senior client and industry forums.
• Pipeline & Forecasting- Own the regional project pipeline. Review team pipeline weekly, prioritize opportunities, and present accurate forecasts and bid strategy to Senior Leadership.
• Solution Leadership- Guide the team and Engineering to develop customized, competitive techno-commercial solutions on plant sizing, supply mode, safety, and sustainability.
• Bid Governance- Formulate bid strategy, pricing, and risk position for all major tenders. Ensure timely submission of high-quality proposals by coordinating cross-functional teams.
• Commercial Structuring- Lead negotiation and deal structuring for project economics, investment models and ROI.
• Process & Tools- Drive continuous improvement of bid and contract processes. Maintain the bid library, templates and CRM. Analyse team win/loss data to refine strategy.
• Lead Negotiator- Be the lead negotiator for long-term gas supply agreements and EPC/turnkey contracts.
• Contract Governance- Oversee drafting, review, and administration of client, vendor, NDA, and partnership agreements. Work with Legal to mitigate contractual and project risks. . Post-Award Stewardship- Support Project Managers on contract interpretation, change orders, and claims. Ensure commercial objectives are protected during execution. . Cross-Functional Alignment- Partner with Operations, Engineering, Finance and Legal to ensure all deals align with company objectives on safety, profitability and sustainability.

Requirements:

• Bachelor's degree / Diploma in Mechanical, Electrical, Mechatronic Engineering, or equivalent.
• 8+ years for AVP / 5+ years for Manager in engineering management, with proven track record in industrial gas, specialty gases, or related process industries.
• Proven experience leading regional/multi-country projects and cross-functional teams.
• Strong strategic planning and commercial acumen to balance technical decisions with business impact.
• Deep technical expertise in specialty gas systems, industrial gas components, and engineering processes.
• Good communication and leadership skills. Comfortable presenting to clients and stakeholders.
• Experience managing relationships with international suppliers and regional distributors.
• Willingness to travel regionally for project coordination, client support, and business development.