Manager - Business Development & Sales - ASH

Refex Industries; Chennai, Mumbai; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

Refex Industries Limited invites an experienced Manager Business Development & Sales (ASH) to drive end-to-end ash disposal, utilization and sales from multiple Thermal Power Plants. The role targets securing ash disposal/offtake orders and expanding customers across Cement, RMC, Road Contractors, Mining and infrastructure segments.

Mandatory hands-on Ash Management experience and a strong Thermal Power Plant network are required.

Qualifications

• Prior hands-on experience in ASH Management, Ash Disposal and Ash Utilization is mandatory.
• Strong existing network of Thermal Power Plants and related buyers is essential.

Responsibilities

• Ash Disposal & Power Plant Business Development: identify opportunities, build relationships, secure ash disposal/offtake orders, participate in tenders and negotiations, develop plant-wise plans.
• Fly Ash & Pond Ash Sales: develop and sell to Cement, RMC, Road Contractors, NHAI/EPC, Mining, AAC/Block Manufacturers, infrastructure developers, and related end users.
• Customer & Market Development: leverage network across Cement, RMC, Road, NHAI/EPC, Mining, Real Estate, and infrastructure developers to map requirements.
• Ash Utilization & Project Development: identify applications, coordinate with technical teams, develop project-wise utilization plans and volumes.
• Commercial & Profitability Management: evaluate costs, landed-cost, profitability, negotiate terms, ensure targets.
• Logistics & Transportation Coordination: coordinate movement from plants to customers, optimize routes and costs.
• Tender & Contract Management: track tenders, prepare proposals, coordinate with legal/finance/operations for finalization.
• MIS & Business Reporting: maintain data on plants, ash availability, customers, projects, volumes, pricing, and orders.

Job description

Role Purpose

We are looking for an experienced Manager Business Development & Sales ASH to drive end-to-end business development for Fly Ash and Pond Ash disposal, utilization and sales from multiple Government and Private Thermal Power Plants.

The role will be responsible for securing ash disposal/utilization orders from power plants and simultaneously developing customers and selling Fly Ash/Pond Ash to Cement, RMC, Road Contractors, Mining, Infrastructure and other approved end users.

Prior hands-on experience in ASH Management, Ash Disposal and Ash Utilization is mandatory. Candidates without relevant ASH industry experience will not be suitable for this role.

Key Roles & Responsibilities

1. Ash Disposal & Power Plant Business Development

• Identify and develop opportunities for Fly Ash and Pond Ash disposal/utilization from multiple Thermal Power Plants.
• Build strong relationships with Power Plant management, ash handling, commercial, procurement and project teams.
• Identify plants with surplus ash and develop solutions for evacuation, disposal and utilization.
• Secure short-term and long-term ash disposal/offtake orders.
• Participate in tenders, auctions, RFQs, EOIs and commercial negotiations.
• Develop plant-wise business plans to achieve ash evacuation and revenue targets.

2. Fly Ash & Pond Ash Sales

• Develop and sell Fly Ash/Pond Ash to:
• Cement Manufacturers
• RMC Companies
• Road & Highway Contractors
• NHAI/EPC Contractors
• Mining Companies
• AAC/Block Manufacturers
• Infrastructure Developers
• Low-Lying Area / Land Reclamation Projects
• Builders and other approved end users
• Identify new customers and projects with high-volume ash requirements.
• Develop customer-wise sales and offtake plans.
• Generate enquiries, negotiate commercial terms and convert opportunities into confirmed orders.
• Build long-term relationships to ensure repeat and sustainable business.

3. Customer & Market Development

The candidate should have a strong existing network/database of:

• Road & Highway Contractors
• NHAI/EPC Contractors
• Cement Companies
• RMC Companies
• Mining Companies
• Infrastructure Developers
• Real Estate Developers
• AAC/Block Manufacturers
• Low-Lying Area / Land Reclamation Projects
• Identify upcoming projects and map their Fly Ash/Pond Ash requirements.
• Develop relationships with promoters, CXOs, procurement heads, project heads and commercial teams.
• Convert existing relationships into sustainable ash utilization business.
• Track competitor activities, regional demand, pricing and market trends.

4. Ash Utilization & Project Development

• Identify suitable applications for Fly Ash and Pond Ash across road construction, embankments, mine filling, low-lying areas, RMC, cement and other approved applications.
• Understand customer technical requirements and coordinate with technical teams for product suitability.
• Develop project-wise utilization plans and estimated volumes.
• Work with customers to ensure successful implementation and continued offtake.

5. Commercial & Profitability Management

• Evaluate procurement cost, transportation cost and customer realization.
• Prepare landed-cost and profitability calculations for each opportunity.
• Negotiate ash pricing, transportation, volumes, payment terms and commercial conditions.
• Ensure each business opportunity meets approved profitability targets.
• Monitor customer-wise margins and identify opportunities to improve realization.

6. Logistics & Transportation Coordination

• Coordinate with Ash Operations and Logistics teams for movement of Fly Ash/Pond Ash from power plants to customers.
• Evaluate transportation routes, distances, vehicle availability and logistics economics.
• Ensure timely evacuation from power plants and delivery to customers.
• Optimize transportation costs and vehicle utilization.
• Resolve logistics and customer delivery issues.

7. Tender & Contract Management

• Track and participate in ash disposal and utilization tenders from Government and Private Power Plants.
• Review tender requirements, volumes, pricing, technical specifications and commercial conditions.
• Prepare commercial proposals and support negotiations.
• Coordinate with Legal, Finance, Commercial and Operations teams for contract finalization.
• Ensure compliance with contractual commitments.

8. MIS & Business Reporting

• Maintain a comprehensive database of:
• Thermal Power Plants
• Ash availability
• Ash disposal opportunities
• Customers
• Projects
• Potential ash volumes
• Pricing
• Transportation costs
• Orders and sales pipeline
• Prepare weekly/monthly MIS covering procurement, disposal orders, sales, dispatch, collections and profitability.
• Provide market intelligence and business updates to management.

Key Performance Indicators (KPIs)

• Fly Ash / Pond Ash Disposal Orders Secured
• Ash Procurement / Evacuation Volume
• Fly Ash / Pond Ash Sales Volume
• Revenue & Contribution
• New Customer Acquisition
• Cement Customer Development
• RMC Customer Development
• Road & Infrastructure Business
• Mining / Low-Lying Area Business
• Order Booking & Sales Pipeline
• Customer-wise Profitability
• Transportation Cost Optimization
• Customer Retention & Repeat Business
• Collections & Receivables

Ideal Candidate Profile

• 715 years of experience in Fly Ash, Pond Ash, Ash Management, Ash Disposal, Ash Utilization, Cement, RMC, Infrastructure or related sectors.
• Prior hands-on experience in ASH Management, Ash Disposal and Ash Utilization is mandatory.
• Candidates without relevant ASH industry experience will not be suitable for this role.
• Strong existing database/network of Thermal Power Plants.
• Proven experience in securing Ash Disposal / Utilization Orders.
• Strong customer network across Cement, RMC, Road Contractors, NHAI/EPC, Mining and Infrastructure/Developers.
• Good understanding of Fly Ash/Pond Ash quality, applications, pricing, transportation and utilization.
• Strong commercial and negotiation skills.
• Proven ability to develop new customers and achieve sales targets.
• Strong relationship management and business development capabilities.
• Willingness to travel extensively within the assigned territory and across India as required.

Core Accountability

Power Plant Identification Ash Availability Disposal/Utilization Order Customer Development Sales & Order Booking Commercial Closure Logistics Coordination Ash Evacuation Customer Delivery Collections Profitability

Mandatory Requirement

Relevant ASH industry experience is non-negotiable. The candidate must have hands-on experience in Fly Ash/Pond Ash Management, Disposal and Utilization, along with a strong customer network in Cement, RMC, Road Contractors, Mining, Low-Lying Areas and Infrastructure/Developer segments. Candidates from unrelated industries without relevant ASH experience will not be considered.

Locations

• Mumbai
• Kolkata
• Delhi
• Jharkhand
• Bangalore
• Hyderabad
• Tamil Nadu
• Odisha
• Andhra Pradesh
• Telangana
• Rajasthan
• Gujarat
• UP
• MP
• Assam
• Bihar
• Punjab
• Chhattisgarh