Category Head-Steam & Heat

Thermax Limited; Pune District; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Thermax Limited in Pune seeks a seasoned Business Development leader to define and execute the sales strategy for domestic and international markets, focusing on BOO utility solutions in steam and heat. You will drive growth across multiple regions and build a high-performance team to sustain a healthy pipeline.

Within a dynamic environment, you will cultivate key client relationships across textiles, chemicals, food processing, and dairy, negotiate complex contracts, and ensure successful

Qualifications

• 12–15 years of experience in sales and business development in the utility, energy, or industrial sectors.
• Proven track record in managing and growing business in India and international markets.
• Experience in Build-Own-Operate (BOO) or BOOT model is highly preferred.
• Strong leadership, negotiation, and interpersonal skills.
• Willingness to travel frequently within India and overseas.

Responsibilities

• Define and implement the sales strategy for domestic and international markets focusing on BOO utility solutions.
• Lead business development efforts with a strong pipeline of opportunities.
• Build and mentor sales teams in domestic and international markets.
• Close high-value long-term BOO deals and manage the transition from sales to project execution.
• Coordinate with legal and finance to structure and finalize contracts.
• Develop long-term relationships with key clients and partners.

Skills

Strategic sales leadership

BOO/BOOT sales experience

Market expansion

International sales

Key account management

Negotiation skills

Cross-functional collaboration

Team building

English fluency

Education

Bachelor’s degree in engineering, business, or related fields

MBA preferred

Job description

Business Development:

Define and implement the sales strategy forDomestic and International market, focusing on utility solutions (Steam andHeat) under the Build-Own-Operate (BOO) model.

Identify new market opportunities and expand thecompany’s footprint in target international markets.

Assess regional trends, customer needs, andcompetition to develop targeted marketing and sales campaigns.

Business Development:

Lead business development efforts, ensuring astrong pipeline of opportunities in the utility sector (steam, heat,biomass-based solutions, etc.).

Cultivate strong relationships with keycustomers, including industrial sectors such as textiles, chemicals, foodprocessing, dairy, and more.

Network with stakeholders across industries topromote Thermax Onsite Energy solution and identify new projects.

Help build sales teams in Domestic andInternational market, providing guidance, motivation, and support to achievesales targets.

Build a high-performance sales culture focusedon results and client satisfaction.

Coordinate with cross-functional teams(technical, operations, legal) to ensure smooth execution of contracts andprojects.

Develop and maintain long-term relationshipswith key clients and partners.

Regularly engage with clients to assesssatisfaction, address concerns, and ensure continued business growth.

Manage and expand accounts, ensuring successfulproject delivery and long-term partnerships.

Prepare regular sales forecasts, reports, andupdates for senior management.

Analyze sales trends, market dynamics, andcompetition to provide actionable insights.

Track and report on key performance metrics toensure 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 tostructure and finalize contracts, ensuring compliance with local laws andregulations.

Close high-value long term BOO deals and managethe 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.

Brand Positioning &Marketing:

Work with the marketing team to strengthenThermax’s brand presence and promote the value proposition of BOO utilitysolutions.

Represent the company at industry events,conferences, and exhibitions in the region.

Qualifications & Experience:

Education:

Bachelor’s degree in engineering, Business, orrelated fields (MBA preferred).

Experience:

12-15 years of experience in sales and businessdevelopment, with a proven track record in the utility, energy, or industrialsectors.

Significant experience in managing and growingbusiness in India and International market like Southeast Asia, Indonesia,Thailand, Philippines, and Malaysia.

Experience in the Build-Own-Operate (BOO) orBuild-Own-Operate-Transfer (BOOT) model is highly preferred.

Strong understanding of energy solutions,renewable energy (biomass, waste-to-energy, etc.), and utility operations.

Exceptional leadership and people managementskills.

Strong negotiation, communication, andinterpersonal skills.

Strategic thinking and problem-solving ability,with the capability to navigate complex business challenges.

Fluency in English; proficiency in locallanguages (Indonesian, Thai, or Filipino) is a plus.

Willingness to travel frequently within Indiaand Overseas.

Key Attributes:

Strong business acumen with theability to understand and articulate the technical aspects of utilitysolutions.

Excellent relationship-buildingskills and a deep understanding of local market dynamics.

Result-oriented and self-driven witha proactive approach to sales and market development.

Abilityto work under pressure and manage multiple stakeholders in a dynamic andfast-paced environment.