Role Overview
The Business Development Leader for the Industrial Automation Business Unit will be responsible for driving growth, market penetration, and product adoption across South India. This is a people leadership role, managing a team of Product Specialists across key automation product lines including PAC, Variable Speed Drives, Human Machine Interface (HMI), Machine Solutions, and Transactional Offerings.
The role requires close collaboration with the Sales Organization, Channel Partners, and National Sales teams to execute business strategies, enhance offer saturation, build application capabilities, and accelerate customer conversions.
Key Responsibilities
Leadership & People Management
- Lead, coach, and develop a team of 5-6 Product Line Specialists across designated automation product portfolios.
- Set clear goals, monitor performance, and ensure capability building within the team.
- Foster a culture of collaboration, innovation, and high performance.
Business Development
- Drive overall product business development for the Industrial Automation portfolio in South India.
- Identify growth opportunities across segments, OEMs, and channels, and develop targeted action plans.
- Lead demand generation initiatives to build a robust opportunity pipeline.
- Support the Sales Organization in enhancing product penetration and achieving revenue targets.
Strategic & Operational Responsibilities
- Manage pricing: Oversee standard pricing and SPA (Special Pricing Agreements) in alignment with corporate guidelines.
- Offer saturation: Ensure full offer deployment and penetration across channels, key segments, and target markets.
- Offer application build-ups: Develop and scale application use cases to strengthen solution relevance for customers.
- Product mix enhancement: Drive the right product mix strategy to increase margin, profitability, and market competitiveness.
- Customer conversions: Partner with National Sales teams to convert strategic customer opportunities into wins.
Collaboration & Stakeholder Management
- Work closely with Sales, Marketing, Channel Partners, and National Business Teams to drive aligned go-to-market strategies.
- Conduct joint customer visits with Sales teams to support opportunity shaping and solution positioning.
- Provide market intelligence, competitor insights, and product feedback to the BU for portfolio enhancement.
Qualifications & Experience
- Bachelor's degree in engineering (Electrical/Electronics/Instrumentation preferred); MBA is an added advantage.
- 12-16 years of experience in Industrial Automation, Drives, Controls, or related domains.
- Proven experience in business development, product management, or technical sales.
- Prior experience managing teams is preferred.
Skills & Competencies
- Strong leadership and people management skills.
- Deep understanding of Industrial Automation products and market trends.
- Excellent stakeholder and channel management capability.
- Strong analytical and commercial acumen.
- Ability to drive execution, manage complexity, and influence without authority.
- Excellent communication, presentation, and customer engagement skills.
Success Measures
- Achievement of revenue, growth, and product mix targets.
- Increased offer saturation across South India.
- Successful demand generation and opportunity conversion.
- Strong team performance and capability uplift.
Enhanced customer and channel engagement metrics.
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