Business Development Manager-Chemical and Process Manufacturing
Description: As a Business Development Manager focusing on driving business growth across Process Industry Segment (Chemical, Specialty Chemicals, Agrochemicals, Meat processing, Paint & Coating, Paper & Pulp, Packaging, Building and Construction Material manufacturing) by demonstrating thought leadership, building senior level business and technology relationships, and driving value-based outcomes to identified clients.
- Smart Manufacturing & Industry 4.0 Sales and business development in Process Manufacturing segment. Achieves the defined sales growth, customer executive connects, pipeline and TCV targets for the defined portfolio of accounts.
- Identify and pursue large digital transformation programs in Manufacturing function.
- Make Cold calls to clients, generate leads and follow up. Demonstrate industry thought leadership, establish / leverage CXO, VP level connects and relationship management.
- Support in developing new business and growing existing business within the process manufacturing market.
- Pipeline line creation through proactive thought papers, PoVs aligning to the industry trends. Pursue a pipeline of opportunities - originating, developing, and signing new business deals.
- Collaborate with Client account teams, Coordinate with offshore pre-sales, Delivery teams to develop winning sales & proposal material and follow up through initial project kick-offs.
- Tracking & Analyzing Process manufacturing Market, infer trends and map solutions aligned to market needs and build executable strategies. Conduct workshops with prospective clients to Create demand and understand client requirements - Identify new areas of business.
- Provide prompt delivery of trip reports, territory development updates, revenue and pipeline forecasting to the senior management team.
Qualifications:
- Bachelor Engineering Degree
- MBA & MS preferred
- 13 Years of experience with Minimum of 7 years of experience in Sales / Presales in Engineering, Manufacturing Operations, IoT Services in Process Manufacturing North America
- 7-8 Years of experience working in Process Manufacturing domain focusing on Smart Manufacturing and Industry 4.0 consulting and deployments.
- Good understanding in one or more industries in the Process Manufacturing segment - Chemical, Specialty Chemicals, Agrochemicals, Meat processing, Paint & Coating, Paper & Pulp, Packaging, Building and Construction Material manufacturing, etc.
- In-depth understanding of ISA 95 Standards, MOM Capabilities and winning business deals in the areas of design, deployment and support of MES, MOM, LIMS, PLC, Shop floor solutions.
- Deep understanding of manufacturing business processes / KPIs across process industry covering Manufacturing Execution, Operations Management & Transformation, Lab Information Management Systems, PLC / Scada / Historian, IT / OT Integration, Asset management, Predictive maintenance, Reliability, Sustainability etc.
- Expertise in selling solutions based on one or more of the technologies such as OSI PI / Aveva, Aspen Tech, Rockwell Factory Talk, Cognite, and other Industrial IOT Platforms.
- Deep expertise working with hyperscalers (AWS, Azure, GCP) across large optimization, migration and modernization solutions. Familiarity with their methods and solutions applicable to smart manufacturing.
- Understanding and articulation of technologies (Gen AI, ML, Digital Twin, Manufacturing date lake, MI etc.) in the context of Process manufacturing Industry needs.
- Experience in working with North America clients in offshore, on-site, near shore models.
- Experience in building & delivering excellent presentations, Winning Proposals (RFIs & RFPs) and Value propositions.
- Experience in identifying & participating in right trade shows, conducting demand creation workshops, Road shows to create demand and leads.
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