Regional Head - Business Development & Sales - ASH

Refex Industries; Uttar Pradesh; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Refex Industries is seeking a Regional Business Development & Sales Leader to drive end-to-end ash disposal and utilization across the assigned region. You will secure long-term orders from Thermal Power Plants and build demand-side relations with cement plants, RMCs, road contractors, NHAI projects and ash users.

You will develop the ash ecosystem, manage transportation, pricing and contract negotiations, and lead the regional team to achieve revenue, volume and profitability targets.

Qualifications

• Ability to identify and secure ash disposal/utilization orders from thermal power plants
• Ability to develop and manage relationships with plant management and procurement teams
• Knowledge of fly ash and pond ash generation, disposal, handling and utilization
• Strong network of government/private power plants and related stakeholders
• Commercial acumen for negotiations, pricing and contract management
• Ability to build and lead regional sales teams and drive revenue targets

Responsibilities

• Identify and secure fly ash and pond ash disposal/utilization orders from government and private thermal power plants
• Develop long-term relationships with power plant management, commercial, fuel/ash handling, environment and procurement teams
• Identify opportunities for handling, lifting, transportation, disposal and utilization of ash streams
• Develop region-wise strategies for maximizing ash off-take and utilization
• Maintain a database/network of thermal power plants across the region and track tender opportunities
• Develop a strong customer network for utilization in cement, RMC, road projects, NHAI, builders and other ash consumers
• Develop an efficient ash transportation ecosystem from power plants to end users and optimize logistics costs
• Own regional sales targets, lead commercial negotiations and monitor profitability

Job description

Role Purpose

To drive end-to-end business development, sales and ash disposal/utilization across the assigned region by securing long-term and high-volume orders from Thermal Power Plants and developing strong demand-side relationships with cement manufacturers, RMC companies, road contractors, NHAI projects, builders and other ash-consuming industries.

The role will be responsible for building the complete Ash Generation Disposal Transportation Utilization/Sales ecosystem and achieving regional revenue, volume and profitability targets.

Key Roles & Responsibilities

1. Fly Ash & Pond Ash Business Development

• Identify and secure fly ash and pond ash disposal/utilization orders from Government and Private Thermal Power Plants.
• Develop long-term relationships with Power Plant management, Commercial, Fuel/Ash Handling, Environment and Procurement teams.
• Identify opportunities for handling, lifting, transportation, disposal and utilization of fly ash and pond ash.
• Develop region-wise strategies for maximizing ash offtake and improving utilization.
• Understand ash generation patterns, quality, availability, evacuation requirements and disposal challenges of power plants.
• Drive new business opportunities for dry ash, bottom ash, pond ash and other ash streams.

2. Thermal Power Plant Network

• Maintain and leverage a strong database/network of Government and Private Thermal Power Plants across the assigned states.
• Identify upcoming tenders, contracts, ash disposal requirements, RFPs, EOI and long-term ash management opportunities.
• Establish relationships with key decision-makers in power utilities, including NTPC, State GENCOs, Central/State PSUs and private power producers.
• Track tendering and policy developments related to ash utilization and disposal.

3. Ash Utilization & Sales

• Develop a strong customer network for utilization of fly ash and pond ash in:
  • Cement Plants
  • RMC Plants
  • Road & Highway Projects
  • NHAI / Government Infrastructure Projects
  • Builders & Real Estate Developers
  • Brick / Block / AAC manufacturers
  • Other approved ash utilization applications
• Secure annual/long-term offtake arrangements with major customers.
• Develop new markets and applications for fly ash and pond ash.
• Build a demand pipeline aligned with ash availability from power plants.

4. Transportation & Logistics

• Develop and manage an efficient ash transportation ecosystem from power plants to end users.
• Coordinate with logistics teams and transporters to ensure timely evacuation and delivery.
• Optimize transportation routes, fleet utilization and logistics costs.
• Ensure smooth coordination between power plants, transporters and end-use customers.
• Monitor transportation performance, turnaround time and delivery commitments.

5. Commercial & Profitability

• Own regional sales targets, revenue, margins and profitability.
• Lead commercial negotiations with power plants and ash consumers.
• Develop competitive pricing strategies considering ash procurement/disposal charges, transportation, handling and customer realization.
• Evaluate project economics and ensure commercially viable business.
• Monitor customer-wise profitability, collections and outstanding receivables.

6. Tender & Contract Management

• Identify and participate in relevant Government, PSU and private tenders related to ash disposal, utilization, transportation and management.
• Coordinate with the Tender, Legal, Finance and Operations teams for bid preparation and submission.
• Support commercial negotiations, contract finalization and post-award execution.
• Ensure compliance with contractual, environmental and statutory requirements.

7. Market Intelligence

• Continuously track:
  • Thermal power plant ash generation and availability
  • Upcoming tenders and contracts
  • Ash pricing and transportation rates
  • Cement/RMC demand
  • NHAI and road project pipelines
  • Government regulations and ash utilization policies
  • Competitor activities
• Build and maintain a comprehensive regional database of ash generators, consumers, projects and logistics partners.

8. Team Leadership

• Build, lead and mentor the regional Business Development and Sales team.
• Define territory-wise targets and business plans.
• Review sales pipeline, order conversion, collections and profitability.
• Develop strong coordination between Business Development, Operations, Logistics, Tendering and Finance teams.

Key Performance Indicators (KPIs)

• Fly Ash / Pond Ash Disposal Orders Secured
• Annual Ash Volume Handled / Utilized
• Revenue & EBITDA / Contribution
• New Thermal Power Plant Accounts
• New Cement / RMC / Infrastructure Customers
• Long-Term Offtake Contracts
• Ash Evacuation & Utilization Rate
• Transportation Cost Optimization
• Tender Win Rate
• Customer Acquisition & Retention
• Collections & Receivables
• Regional Profitability

Ideal Candidate Profile

• 1520 years of experience in Fly Ash / Pond Ash / Ash Management / Power Plant / Logistics / Cement / RMC / Infrastructure.
• Proven track record of securing ash disposal and utilization orders from Thermal Power Plants.
• Strong understanding of fly ash and pond ash generation, disposal, transportation, handling and utilization applications.
• Strong network/database of Government and Private Thermal Power Plants.
• Established relationships with Cement Plants, RMC Companies, Road Contractors, NHAI, Builders, Infrastructure Companies and other ash consumers.
• Strong knowledge of ash-related tenders, contracts, commercial models and transportation economics.
• Demonstrated ability to build new business, negotiate contracts and achieve revenue and profitability targets.
• Strong commercial acumen, negotiation and stakeholder-management skills.
• Willingness to travel extensively across the assigned region.

Core Accountability

Build and own the complete regional ASH business ecosystem Thermal Power Plant Relationships Ash Disposal Orders Transportation Customer Development Ash Utilization/Sales Revenue Profitability.

The ideal candidate should bring a strong existing network of thermal power plants and ash consumers and be capable of converting this network into large, sustainable fly ash and pond ash business opportunities.