Business Development Manager

HMS Networks; Pune District; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

HMS Networks invites a dynamic Business Development Manager to lead Pan-India growth in the Oil & Gas sector. You will drive new customer acquisition, strategic account development and design-in opportunities across upstream, midstream and downstream markets.

The role requires proven Oil & Gas market experience in India, plus exposure to Chemical, Petrochemical or Pharmaceutical industries as an advantage. Travel about 50% across India will be necessary.

Qualifications

• Bachelor's degree in Engineering or related discipline; MBA is an advantage.
• 12–18 years of experience in business development, strategic sales or solution sales in industrial automation/IIoT.
• Proven track record selling into Oil & Gas in India; able to engage end users, EPCs, consultants, OEMs and partners.
• Deep understanding of industrial automation environments and buying ecosystems.
• Willingness to travel Pan-India (~50%).

Responsibilities

• Own and execute the Pan-India Oil & Gas BD strategy across upstream, midstream and downstream segments.
• Identify and develop opportunities with end users, EPCs, consultants, OEMs and channel partners.
• Lead discovery discussions to quantify business value and develop fit-for-purpose proposals.
• Drive specification, design-in and proof-of-concept activities with customers and partners.
• Develop channel, EPC and ecosystem relationships to grow HMS Networks' footprint.

Skills

Hunter mindset

Strategic account development

Consultative selling

CRM & forecasting

Travel readiness

Education

Bachelor's degree in Engineering/related

MBA advantageous

Tools

Modbus

EtherNet/IP

PROFIBUS

PROFINET

MQTT

OPC UA

Job description

HMS Networks is seeking a dynamic, technically credible and results‑driven Business Development Manager to lead Pan‑India growth in the Oil & Gas sector. Proven Oil & Gas market experience is mandatory. Exposure to Chemical, Petrochemical and Pharmaceutical industries will be considered an added advantage.

The role will drive new customer acquisition, strategic account development, specification and design‑in opportunities, EPC and consultant engagement, and channel‑led growth. The successful candidate will connect customer business and operational challenges with relevant HMS Networks solutions across industrial networking, edge connectivity, protocol integration, secure remote access, visualization and IIoT.

Key Responsibilities :

1. Oil & Gas Market Development

• Own and execute the Pan‑India business development strategy for Oil & Gas across upstream, midstream and downstream segments.
• Identify and develop opportunities with end users, EPCs, engineering consultants, package and skid OEMs, system integrators, automation partners and channel partners.
• Build a prioritized target‑account plan covering refineries, terminals, pipelines, gas distribution, well sites, compressor stations, tank farms and related process facilities.
• Develop opportunities around remote monitoring and control, pipeline and leak monitoring, tank farm automation, compressor monitoring, environmental and emissions monitoring, and skid‑based systems.
• Position HMS Networks as a trusted industrial connectivity and data solutions partner for new projects, modernization, brownfield integration and digitalization initiatives.

2. Strategic Selling and Account Growth

• Apply the Win, Grow and Keep approach to acquire strategic customers, expand share of wallet and build durable relationships.
• Engage decision‑makers and influencers across operations, projects, engineering, maintenance, instrumentation, automation, IT and OT, procurement and plant leadership.
• Lead consultative and technical discovery discussions to identify customer pain points, quantify business value and develop fit‑for‑purpose solution proposals.
• Drive specification, approved‑vendor, proof‑of‑concept and design‑in activities with end users, EPCs, consultants and OEMs.
• Develop cross‑selling and up‑selling opportunities across relevant HMS brands and solution portfolios.

3. Solution and Application Development

• Collaborate with solutions and technical teams to map customer requirements to rugged industrial Ethernet, protocol conversion, edge data acquisition, secure remote access, HMI, SCADA and cloud connectivity solutions.
• Articulate value in terms of uptime, real‑time visibility, reduced site travel, faster maintenance, legacy‑modern integration, scalability, cybersecurity and lower total cost of ownership.
• Support solution workshops, demonstrations, evaluations, trials and proof‑of‑concept programs, with clear success criteria and conversion plans.
• Understand project requirements for harsh‑area deployment and coordinate the correct product and certification fit with internal technical experts.

4. Channel, EPC and Ecosystem Development

• Develop and enable distributors, system integrators and solution partners with account plans, opportunity reviews, joint customer calls and vertical‑specific campaigns.
• Build relationships with EPCs, process licensors, consultants and engineering houses to create early‑stage project influence and specification opportunities.
• Identify capability gaps in the partner ecosystem and recommend onboarding or development actions to improve Oil & Gas coverage across India.
• Coordinate with global and APAC teams where multinational accounts or cross‑border projects require alignment.

5. Commercial Execution and Governanc\\e

• Build and maintain a healthy, qualified sales pipeline with accurate opportunity stages, values, close dates, actions and risks in CRM.
• Prepare account plans, forecasts, win‑loss analysis, competitive intelligence and regular business reviews.
• Deliver agreed order intake, revenue, margin, design‑win and strategic‑account objectives.
• Work closely with Marketing, Product Management, Technical Support and regional teams to execute vertical campaigns, seminars, trade shows and customer events.
• Monitor market trends, project activity, customer requirements and competitor positioning to identify growth opportunities and guide go‑to‑market priorities.

Qualifications and Experience

Mandatory Requirements

• Bachelor's degree in Engineering, Instrumentation, Electronics, Electrical, Automation, Computer Science or a related discipline. An MBA is an advantage.
• 12 to 18 years of experience in business development, strategic sales, technical sales or solution sales within industrial automation, industrial networking, industrial communication or IIoT.
• Demonstrated and recent experience selling into the Oil & Gas sector in India. This is a mandatory selection criterion.
• Working knowledge of upstream, midstream and downstream customer structures, applications, project cycles and buying ecosystems.
• Established ability to engage end users, EPCs, consultants, OEMs, system integrators, distributors and channel partners.
• Understanding of industrial communication and automation environments, including PLC, DCS, SCADA, HMI, industrial Ethernet, serial communication, protocol gateways, edge connectivity, remote access and cloud or IIoT integration.
• Proven track record of new‑business creation, strategic‑account development, specification or design‑in selling, and revenue growth.
• Ability to independently manage a Pan‑India territory and travel approximately 50%.

Preferred Industry Exposure

• Additional business development or solution‑selling experience in Chemical, Petrochemical and Pharmaceutical industries.
• Experience with process plants, hazardous or harsh industrial environments, brownfield modernization, remote assets and mission‑critical operations.
• Familiarity with industrial protocols such as Modbus, EtherNet/IP, PROFIBUS or PROFINET, MQTT and OPC UA is desirable.
• Exposure to industrial cybersecurity, secure remote connectivity, managed industrial switching, edge computing, protocol conversion, data logging and visualization is desirable.

Core Competencies

• Oil & Gas domain credibility and strong customer network
• Hunter mindset with disciplined strategic‑account development
• Consultative and value‑based solution selling
• Technical curiosity and ability to simplify complex connectivity challenges
• Strong stakeholder management across customer, partner and internal teams
• Commercial acumen, negotiation and closing capability
• Clear communication, presentation and executive engagement
• CRM discipline, forecasting accuracy and data‑led decision‑making
• High ownership, integrity, resilience and willingness to travel

Key Success Measures

• Growth of qualified Oil & Gas pipeline and conversion into orders and revenue
• New strategic customers acquired and existing key accounts expanded
• Number and quality of project specifications, approvals, design‑ins, trials and reference wins
• EPC, consultant, OEM, system integrator and channel opportunities developed
• Forecast accuracy, CRM hygiene and timely execution of opportunity action plans
• Expansion into selected Chemical, Petrochemical and Pharmaceutical accounts where relevant