Category Head - Steam and Heat

THERMAX; Pune District; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Thermax is seeking a senior market strategy and business development leader to define and implement sales strategies for domestic and international markets in the utility solutions space (Steam and Heat) under the BOO model.

You will build and lead sales teams, cultivate key client relationships across industries such as textiles, chemicals, and food processing, and coordinate with technical, operations, and legal teams to deliver complex projects.

Responsibilities

• Define and implement the sales strategy for Domestic and International market, focusing on utility solutions (Steam and Heat) under the Build-Own-Operate (BOO) model.
• Identify new market opportunities and expand the companys footprint in target international markets.
• Assess regional trends, customer needs, and competition to develop targeted marketing and sales campaigns.
• Lead business development efforts, ensuring a strong pipeline of opportunities in the utility sector (steam, heat, biomass-based solutions, etc.).
• Cultivate strong relationships with key customers, including industrial sectors such as textiles, chemicals, food processing, dairy, and more.
• Network with stakeholders across industries to promote Thermax Onsite Energy solution and identify new projects.
• Help build sales teams in Domestic and International market, providing guidance, motivation, and support to achieve sales targets.
• Build a high-performance sales culture focused on results and client satisfaction.
• Coordinate with cross-functional teams (technical, operations, legal) to ensure smooth execution of contracts and projects.
• Develop and maintain long-term relationships with key clients and partners.
• Regularly engage with clients to assess satisfaction, address concerns, and ensure continued business growth.
• Manage and expand accounts, ensuring successful project delivery and long-term partnerships.
• Prepare regular sales forecasts, reports, and updates for senior management.
• Analyze sales trends, market dynamics, and competition to provide actionable insights.
• Track and report on key performance metrics to ensure that sales targets and KPIs are met.
• Lead negotiations for complex BOO contracts, ensuring favorable terms for TOESL while meeting customer requirements.
• Collaborate with legal and finance teams to structure and finalize contracts, ensuring compliance with local laws and regulations.
• Close high-value long term BOO deals and manage the transition from sales to project execution.
• Monitor market trends, competitor activities, and regulatory changes in Domestic and International market.
• Provide insights into customer needs, technological developments, and evolving market conditions.
• Stay abreast of local energy policies, environmental regulations, and green fuel initiatives in each country.
• Work with the marketing team to strengthen Thermaxs brand presence and promote the value proposition of BOO utility solutions.
• Represent the company at industry events, conferences, and exhibitions in the region.

Job description

Key Responsibilities:

Market Strategy & Development:

• Define and implement the sales strategy for Domestic and International market, focusing on utility solutions (Steam and Heat) under the Build-Own-Operate (BOO) model.
• Identify new market opportunities and expand the companys footprint in target international markets.
• Assess regional trends, customer needs, and competition to develop targeted marketing and sales campaigns.

Business Development:

• Lead business development efforts, ensuring a strong pipeline of opportunities in the utility sector (steam, heat, biomass-based solutions, etc.).
• Cultivate strong relationships with key customers, including industrial sectors such as textiles, chemicals, food processing, dairy, and more.
• Network with stakeholders across industries to promote Thermax Onsite Energy solution and identify new projects.

Sales Leadership & Team Management:

• Help build sales teams in Domestic and International market, providing guidance, motivation, and support to achieve sales targets.
• Build a high-performance sales culture focused on results and client satisfaction.
• Coordinate with cross-functional teams (technical, operations, legal) to ensure smooth execution of contracts and projects.
• Client Relationship Management:
• Develop and maintain long-term relationships with key clients and partners.
• Regularly engage with clients to assess satisfaction, address concerns, and ensure continued business growth.
• Manage and expand accounts, ensuring successful project delivery and long-term partnerships.

Sales Forecasting & Reporting:

• Prepare regular sales forecasts, reports, and updates for senior management.
• Analyze sales trends, market dynamics, and competition to provide actionable insights.
• Track and report on key performance metrics to ensure that sales targets and KPIs are met.
• Contract Negotiation & Closure:
• Lead negotiations for complex BOO contracts, ensuring favorable terms for TOESL while meeting customer requirements.
• Collaborate with legal and finance teams to structure and finalize contracts, ensuring compliance with local laws and regulations.
• Close high-value long term BOO deals and manage the transition from sales to project execution.

Market Intelligence & Competitive Analysis:

• Monitor market trends, competitor activities, and regulatory changes in Domestic and International market.
• Provide insights into customer needs, technological developments, and evolving market conditions.
• Stay abreast of local energy policies, environmental regulations, and green fuel initiatives in each country.

Brand Positioning & Marketing:

• Work with the marketing team to strengthen Thermaxs brand presence and promote the value proposition of BOO utility solutions.
• Represent the company at industry events, conferences, and exhibitions in the region.

Skills & Competencies:

• Exceptional leadership and people management skills.
• Strong negotiation, communication, and interpersonal skills.
• Strategic thinking and problem-solving ability, with the capability to navigate complex business challenges.
• Fluency in English; proficiency in local languages (Indonesian, Thai, or Filipino) is a plus.
• Willingness to travel frequently within India and Overseas.

Key Attributes:

• Strong business acumen with the ability to understand and articulate the technical aspects of utility solutions.
• Excellent relationship-building skills and a deep understanding of local market dynamics.
• Result-oriented and self-driven with a proactive approach to sales and market development.
• Ability to work under pressure and manage multiple stakeholders in a dynamic and fast-paced environment.