Business Development Consultant - MES, IIoT & Digitalization

Base Automation Technologies; Chennai District; On-site; INR 900,000 - 1,400,000; Full time

Job summary

Base Automation Technologies in Chennai is seeking an Account Manager to develop and manage strategic relationships with manufacturing customers. You will be the primary contact for customer stakeholders, understand plants, projects and future investments, and identify opportunities for automation and digitalization.

You will coordinate with pre-sales, proposals and estimation teams, manage CRM records, and drive proposals to closure while maintaining ongoing account growth and long-term partner

Qualifications

• 2–5 years of experience in business development, account management or customer-facing roles involving industrial automation or manufacturing technology.
• Experience selling to manufacturing companies.
• Exposure to products such as PLC, SCADA, drives, instrumentation, control systems, industrial software or automation projects.
• Experience managing customer enquiries, preparing proposals and following opportunities through the sales cycle.
• Experience visiting manufacturing plants and interacting with technical and commercial stakeholders.
• Experience using CRM tools and maintaining opportunity pipelines is preferred.
• Willingness to travel extensively based on customer and business requirements.

Responsibilities

• Manage and develop relationships with assigned manufacturing customers.
• Act as a regular point of contact for customer stakeholders.
• Identify opportunities for additional automation, MES, IIoT, SCADA, historian and digitalization solutions within existing accounts.
• Coordinate with pre-sales, proposal and estimation teams to prepare quotations and proposals.
• Support the preparation of scope, pricing, commercial terms and proposal submissions.
• Present proposals and commercial offers to customers with support from senior team members where required.
• Coordinate technical and commercial clarifications.
• Follow up with customers, procurement and other stakeholders to support order closure.
• Ensure commitments are communicated to internal teams.

Skills

Account management

Business development

Customer engagement

Sales cycle

Industrial automation

Travel willingness

Tools

CRM tools

Job description

Role & responsibilities

Account Management and Customer Engagement

• Manage and develop relationships with assigned manufacturing customers.
• Act as a regular point of contact for customer stakeholders.
• Understand customer plants, business priorities, ongoing projects and future investment plans.
• Identify opportunities for additional automation, MES, IIoT, SCADA, historian and digitalization solutions within existing accounts.
• Conduct regular customer visits and follow up on ongoing opportunities.
• Build relationships with plant, engineering, operations, maintenance, IT, OT, procurement and management stakeholders.
• Monitor customer satisfaction and coordinate internally to address concerns.

Opportunity Development

• Understand customer requirements, operational challenges and business objectives.
• Work with pre-sales and technical teams to develop appropriate solution concepts.
• Coordinate customer meetings, technical workshops, plant visits, demonstrations and proofs of concept.
• Explain BASE Automations capabilities in clear business terms.
• Identify customer requirements related to areas such as:
  • Industrial automation
  • MES and production management
  • OEE and downtime monitoring
  • Traceability and genealogy
  • Quality and recipe management
  • SCADA and historian solutions
  • IIoT and industrial data collection
  • Energy and utility monitoring
  • ERP, PLC and third-party system integration
• Maintain regular follow-up until the opportunity is converted or formally closed.

Proposal and Commercial Coordination

• Coordinate with pre-sales, proposal and estimation teams to prepare quotations and proposals.
• Collect the customer information required for solution design and estimation.
• Support the preparation of scope, pricing, commercial terms and proposal submissions.
• Present proposals and commercial offers to customers with support from senior team members where required.
• Coordinate technical and commercial clarifications.
• Follow up with customers, procurement and other stakeholders to support order closure.
• Ensure that commitments made during discussions are accurately communicated to internal teams.
• Support contract, purchase order and payment follow-up activities.

Existing-Account Growth

• Prepare account-development plans for assigned customers.
• Map customer plants, departments, decision-makers and existing systems.
• Identify cross-selling and repeat-business opportunities.
• Track upcoming projects, expansion plans, modernization initiatives and digitalization programmes.
• Maintain regular engagement even when there is no immediate enquiry.
• Work toward developing BASE Automation as a long‑term technology partner for assigned accounts.
• Support renewals, upgrades, annual support opportunities and expansion projects where applicable.

New-Business Support

• Follow up on qualified leads provided by inside sales and marketing teams.
• Conduct initial customer discussions to understand interest and opportunity potential.
• Support the qualification of new opportunities based on need, budget, timeline and decision‑making process.
• Participate in industry events, exhibitions, seminars and networking activities.
• Develop new customer relationships when opportunities arise, while maintaining primary focus on existing accounts.

Marketing and Lead-Generation Support

• Work with the marketing and inside‑sales teams to identify target industries, companies and customer profiles.
• Provide customer and market inputs for campaigns, webinars, events and promotional content.
• Support the development of customer case studies, success stories and industry‑specific messaging.
• Share information on market trends, competitor activity and recurring customer requirements.
• Participate in campaigns and events intended to create qualified opportunities.
• Provide timely feedback on the quality and relevance of leads generated.

CRM and Sales Process Management

• Maintain accurate customer, contact and opportunity information in the CRM.
• Record meetings, follow‑up actions, opportunity stages, estimated values and expected closure dates.
• Maintain an updated pipeline for assigned accounts and opportunities.
• Prepare periodic forecasts, account updates and activity reports.
• Track proposals, purchase orders, payment milestones and pending customer actions.
• Coordinate with pre-sales, projects, finance and other internal teams to maintain opportunity progress.
• Follow the companys business‑development and approval processes.

Internal Collaboration

• Work closely with the Sales Manager, inside sales, marketing, pre‑sales, proposal, application and delivery teams.
• Provide clear customer information and requirements to technical teams.
• Coordinate internal preparation before customer meetings and presentations.
• Support a structured handover of confirmed orders to project and delivery teams.
• Remain connected with delivery teams to understand customer feedback and identify follow‑on opportunities.
• Escalate commercial, technical or customer‑related risks to the Sales Manager.

Preferred candidate profile

• 2–5 years of experience in business development, account management or customer‑facing roles involving industrial automation or manufacturing technology.
• Experience selling to manufacturing companies.
• Exposure to products or services such as PLC, SCADA, drives, instrumentation, control systems, industrial software or automation projects.
• Experience managing customer enquiries, preparing proposals and following opportunities through the sales cycle.
• Experience visiting manufacturing plants and interacting with technical and commercial stakeholders.
• Experience using CRM tools and maintaining opportunity pipelines is preferred.
• Willingness to travel extensively based on customer and business requirements.