Key Account Sales Manager- EPC

Abodex Process Systems; Chennai District; Hybride; INR 1 000 000 - 1 800 000; Plein temps

Résumé du poste

Abodex Process Systems seeks a senior Relationship Manager with EPC exposure to grow strategic partnerships in the process and energy sector. You will map procurement hierarchies, drive AVL registrations, and lead technical discussions to position Abodex as a preferred package vendor.

You will plan seminars in Chennai and the South, present capability collateral to EPC teams, and manage end-to-end sales—from FEED to PO—while leading price and delivery negotiations.

Qualifications

• Stakeholder management and relationship building with EPC contractors
• Ability to map procurement hierarchies and project gate timelines
• Experience in technical discussions and vendor qualification processes
• Strong communication and coordination across internal teams and external partners

Responsabilités

• Build and maintain senior-level relationships with target EPC contractors (L&T, Technip Energies, Saipem, Wood Group).
• Map procurement hierarchies, key decision-makers, and project gate timelines; drive AVL registrations.
• Plan and deliver in-house seminars and product demonstrations to EPC offices and regional audiences.
• Identify, qualify, and track opportunities from FEED through detailed engineering; convert to POs.
• Lead commercial negotiations on pricing, terms, and delivery in coordination with internal teams.
• Provide monthly pipeline forecasts and market intelligence to the Sales Head.

Description du poste

Role & responsibilities

A. Relationship Management with EPC Companies

• Build and maintain active, senior-level relationships with target EPC contractors, including L&T, Technip Energies, Saipem, Wood Group etc.
• Map each EPCs procurement hierarchy, key decision-makers (Project Managers, Lead Engineers, Category Buyers) and project gate timelines.
• Conduct regular customer visits, technical discussions and review meetings to position Abodex as a preferred and reliable package vendor.
• Drive and maintain Abodexs inclusion on the Approved Vendor Lists (AVL) of all target EPC companies, coordinating registration and re-qualification as required.

B. Brand Leveraging & Market Presence

• Plan, organise and deliver in-house technical seminars and product demonstrations at EPC offices, engaging their engineering and procurement teams.
• Conduct regional seminars across Chennai and the South region to present Abodex’s capabilities, references and product range to prospective clients.
• Represent Abodex at industry events, trade exhibitions and engineering forums relevant to the process and energy sector.
• Collaborate with internal teams to develop application-specific collateral, case studies and capability presentations tailored to EPC audiences.

C. Sales Execution & Business Conversion

• Identify, qualify and track project opportunities from early FEED through detailed engineering phases using disciplined CRM practice.
• Convert identified opportunities into confirmed purchase orders for Dosing Pump packages, achieving or exceeding defined order intake targets.
• Prepare and present competitive techno-commercial proposals, ensuring compliance with EPC project specifications and delivery schedules.
• Lead commercial negotiations on pricing, delivery terms and contract conditions in coordination with internal engineering and commercial teams.
• Deliver monthly pipeline forecasts, win/loss analysis and market intelligence reports to the Sales Head.

Preferred candidate profile

• Prioritize, plan, and organize various projects and track them.
• Communicate efficiently and effectively within the Company, suppliers, and customers as required on job-to-job basis
• Actively participate in the training programs. Keep up-to-date product knowledge and acquire necessary skills to carry out work requirements
• Report status on various projects/ activities as may be defined from time to time
• Remain flexible in filling other project roles as required
• To be an integral part of the team