Senior Business Development Manager

Objective/Purpose:

Senior Manager, Business Development, USA is a key role in the nascent Digital Energy Services (DES) business reporting to the CEO, responsible for the US Region business growth. The SMBD will have prime responsibility for the execution of business growth plan for all DES (Energy Software Product / Solutions, Energy Grid Services, Control Centre Digital Solutions, Energy Network Operations Centre Services, IT/OT Services, Cybersecurity Services and Grid & RE Integration Solutions) segments.

The job responsibilities will include building business and/or driving markets in the US followed by activities involving initial customer engagement, sales order consummation and project execution for opportunities. The SMBD will be providing the market and customer feedback to L&T products solutions, services & strategy team.

The major focus of this role is for the USA sales growth. The SMBD holds overall responsibility for the leadership and management of an initiative for a specific sales target within the US.

Required Experience and Knowledge:

• Minimum 15 years of utility industry experience in sales, business development, tendering, project management and on-site engagement for customer account growth in the domain of Utility Energy Solution – T&D Control Room Applications such as SCADA, EMS, ADMS; T&D Asset Management Center Application such as Meter Data Management, Asset Condition Monitoring System; and other applications, Distributed Energy Solutions (DES) consisting of demand response, energy storage, electric vehicle and distributed generation across multiple customer segments ranging from light commercial to heavy commercial and industrial.
• History of identifying and engaging into commercial management roles and responsibilities.
• Located in US and able to travel as the business demands - nationally and internationally.
• Experience with solution sales and consultative sales to different buying centers within or across customer segments.
• Experience in developing program specific business development plan deliverables as needed to leverage multi-site engineering development, ITO (inquiry to order) and sales & marketing support team.
• Proficient in developing multiple sales pipelines for multi-year program solution growth and reporting in line with corporate direction.
• Experience in development of program specific communication plans, quality assurance and marketing collateral for sales across USA.

Desired Experience, Skills and Knowledge:

• Skills for financial modeling of business performance to drive the business case justifications for consultative sales approach.
• Experience in creating sales plan & market pricing followed by executing the plan to meet the sales order targets.
• Project & Program Management Skills to manage on-site customer engagement for account growth.
• Skills to drive and develop new markets involving business model consulting services to customers as needed for “Concept and Innovation” class projects.

Key Responsibilities:

• Own responsibility for ALL DES segment business sales targets across US. The growth targets will include Order In-flow, New Account on-boarding and existing account expansion KPIs.
• Own responsibility for OTR process with specific commercial targets such as project gross margin & cashflow and technical targets such as statement of work & SAT (Site Acceptance Test)
• Develop sales channels and be responsible for Channel performance target in line with the overall order inflow target.
• Create and develop the implementation of segment plan to support orders, profitability, and opportunity while coordinating with other L&T segment leaders to grow the business portfolio within USA.
• Ensure customer satisfaction is maintained through project engagement as well as subsequent support timeframe enabling repeat business opportunities.
• Manage account contractual issues through L&T channels to support project business.
• Provide consultative sales support as well as business model consulting service to customers as needed for “Concept and Innovation” class projects.
• Act in the best interests of the company at all times.
• Perform such other tasks as are consistent with the position and in the support of the head of your team.

Behavioral Attributes:

· Strong analytical skills able to interface customers desires and technical requirements.

· Good higher management communication skills.

· Experienced in multi-cultural working environments.

· Team player with excellent team communication skills and knowledge sharing ability.

· Proven mentoring and coaching abilities. Demonstrated ability to motivate & inspire others.