KAM

Orient-Electric; New Delhi; On-site; INR 1,500,000 - 3,000,000; Full time

Job summary

Orient-Electric seeks an International Business Development professional to lead market-entry strategies across SAARC, Middle East, Australia and North America, and to identify distributors, customers, and strategic partners for sustainable growth.

Role involves developing country-specific business plans, negotiating terms, and coordinating with internal teams to ensure regulatory and product readiness, with regular international travel for customer acquisition and market research.

Responsibilities

• Develop and execute market-specific strategies for SAARC, Middle East, Australia and North America.
• Identify new countries, customers, distributors, importers, retailers, project customers and strategic partners.
• Generate new business opportunities through market research, customer visits, exhibitions, referrals, digital channels and industry networks.
• Develop a robust pipeline of prospective customers and convert qualified leads into sustainable business.
• Expand the company's geographical footprint and identify opportunities for establishing new distribution networks.
• Develop country-specific business plans with clear revenue, volume, margin and customer-acquisition targets.
• Evaluate market potential, competitive landscape, pricing levels, product requirements and entry barriers.
• Identify, appoint and develop distributors/partners in assigned international markets.
• Negotiate commercial terms, annual business plans, pricing, payment terms, territory coverage and product mix.
• Establish strong relationships with key distributors, importers, retailers, institutional customers and strategic accounts.
• Monitor distributor performance against agreed business plans.
• Identify opportunities to increase product penetration and share of wallet with existing customers.
• Resolve commercial and operational issues in coordination with internal stakeholders.
• Ensure compliance with company policies regarding exclusivity, credit, margins and commercial approvals.
• Undertake regular international travel for: Customer acquisition, Market research, Business reviews, Trade exhibitions, Competitor analysis, and formal visit reports.

Job description

• Develop and execute market-specific strategies for SAARC, Middle East,Australia and North America.
• Identify new countries, customers, distributors, importers, retailers, projectcustomers and strategic partners.
• Generate new business opportunities through market research, customer visits,exhibitions, referrals, digital channels and industry networks.
• Develop a robust pipeline of prospective customers and convert qualified leadsinto sustainable business.
• Expand the company's geographical footprint and identify opportunities forestablishing new distribution networks.
• Develop country-wise business plans with clear revenue, volume, margin andcustomer-acquisition targets.
• Evaluate market potential, competitive landscape, pricing levels, product requirements and entry barriers.
• Identify, appoint and develop distributors/partners in assigned internationalmarkets.
• Negotiate commercial terms, annual business plans, pricing, payment terms,territory coverage and product mix.
• Establish strong relationships with key distributors, importers, retailers,institutional customers and strategic accounts.
• Monitor distributor performance against agreed business plans.
• Identify opportunities to increase product penetration and share of wallet withexisting customers.
• Resolve commercial and operational issues in coordination with internalstakeholders.
• Ensure compliance with company policies regarding exclusivity, credit, marginsand commercial approvals.

C. Revenue & Profitability Management

• Deliver agreed sales, revenue, volume and contribution/margin objectives.
• Ensure international business growth is achieved with sustainable profitability.
• Prepare quotations and commercial proposals in line with approved pricing andmargin guidelines.
• Monitor commodity, freight, currency and competitive-market movements andincorporate their impact into pricing decisions.
• Conduct regular profitability reviews by country, customer and product.
• Negotiate price revisions wherever required due to changes in raw material,freight, currency or other cost factors.
• Ensure new business opportunities meet the company's minimum profitabilityrequirements.

D. Product & Market Development

• Identify customer and market requirements for new products and productmodifications.
• Work closely with R&D, Product Management and Quality to develop market-specific products.
• Provide market intelligence on product specifications, design,features,packaging, certifications and pricing.
• Participate in new product development discussions and provide customerfeedback.
• Identify opportunities for premium, energy-efficient and innovative products ininternational markets.
• Support development of country-specific product portfolios based on marketdemand.

E. Certification & Regulatory Coordination

• Identify certification and regulatory requirements for each assigned market.
• Coordinate with R&D, Quality, Legal and external certification agencies fortimely approvals.
• Track certification timelines and ensure business plans are aligned with productreadiness.
• Ensure products, packaging, documentation and labeling comply withapplicable country regulations.
• Develop business cases for certification investments based on expected marketopportunity.

F. International Travel & Customer Engagement

• Undertake regular international travel for:
  • Customer acquisition
  • Market research
  • Business reviews
  • Trade exhibitions
  • Competitor analysis
• Conduct structured customer meetings and prepare visit reports with clearaction plans.
• Convert market visits into measurable business opportunities.g) Cross-Functional Coordination
• Track market size, growth, competitors, pricing, product trends and customerdevelopments.
• Prepare country-wise business intelligence and opportunity reports.
• Maintain a structured international business development pipeline.
• oRevenue
• oMargin
• oNew customers
• oNew markets
• oConversion
• oCertification status
• o Business risks
• Provide regular updates to senior management on market opportunities and