AGM/GM - Sales & Business Development (B2B)
Posted Updated
Description
Job Title: GM/AGM – Sales & Business Development (B2B)
Location: Corporate Office – Bangalore
Reports to: BU Head – B2B
Job Summary:
The Associate General Manager – Sales & Business Development (B2B) will be responsible for driving business growth through strategic customer acquisition, order book expansion, and repeat business across key infrastructure and engineering sectors. This role requires strong commercial acumen, market understanding, and leadership to achieve sales targets while ensuring alignment with organizational objectives and profitability goals.
The incumbent will lead the entire bid-to-win cycle — from opportunity identification, proposal submission, costing & budgeting, to post-award coordination — ensuring timely execution and sustainable client relationships.
Roles and Responsibilities:
1. Business Development & Growth
Identify, develop, and convert new business opportunities in B2B infrastructure, EPC, and allied domains.
Build and maintain a robust order book by securing new projects and expanding into emerging markets.
Drive repeat orders through strong client engagement, trust-based relationships, and delivery excellence.
Conduct regular market intelligence and competitor analysis to identify gaps and position the company advantageously.
2. Financial Performance & Order Management
Achieve billing and revenue targets as per the annual business plan.
Ensure project margins are maintained through effective negotiation, cost control, and timely payment realization.
Coordinate with Finance and Operations for periodic reviews of project profitability and cash flow.
3. Tendering, Proposals & Costing
Lead pre-bid activities, including vendor identification, site visits, and bid strategy formulation.
Oversee on-time offer submissions, ensuring technical, commercial, and legal accuracy.
Review costing & budgeting sheets to ensure competitiveness without compromising margin.
Liaise with cross-functional teams (Engineering, SCM, Legal, and Project) for comprehensive bid preparation.
4. Client & Stakeholder Management
Engage proactively with key clients, consultants, and partners to build long-term relationships.
Facilitate client meetings, presentations, and site visits to strengthen the company’s market presence.
Coordinate with internal teams for smooth handover of projects post-award and support during mobilization.
5. Vendor & Supply Chain Coordination
Identify, evaluate, and onboard key vendors and suppliers for project execution readiness.
Ensure timely vendor engagement during pre-bid and execution stages for accurate costing and delivery assurance.
6. Reporting & Performance Tracking
Maintain dashboards and MIS reports on order book, pipeline, bid performance, and revenue realization.
Provide actionable insights to BU Head on business trends, risks, and opportunities.
Qualifications:
Education:
B.E / B.Tech in Civil / Electrical / Mechanical Engineering.
MBA / PGDM in Marketing, Sales, or Business Management preferred.
Experience:
Minimum 15–25 years of experience in Sales / Business Development / Bidding within Infrastructure / Railways / Construction / EPC / Engineering sectors.
Proven track record of achieving high-value order books and driving business expansion.
Skills & Competencies:
Strong commercial and negotiation skills.
Deep understanding of tendering, contracts, and costing methodologies.
Excellent client relationship and networking capabilities.
Strategic mindset with analytical and problem-solving ability.
Proficiency in MS Office, CRM tools, and business reporting.
Leadership, team management, and cross-functional coordination.
Key Performance Indicators (KPI):
Order Book Achievement: % of annual order target achieved.
Revenue Growth: YoY growth in billing and order inflow.
Bid Efficiency: % of tenders submitted within timeline and accuracy rate.
Win Rate: Ratio of bids won vs bids submitted.
Profitability: Gross margin % maintained across projects.
Client Retention: % of repeat business from existing clients.
Vendor Performance: Vendor readiness and cost efficiency score.
Site Readiness: % of projects mobilized on or before agreed timelines.
Compliance & Documentation: 100% bid documentation accuracy and governance adherence.
Team & Stakeholder Feedback: Internal and external satisfaction rating on collaboration and responsiveness.