Responsible for driving British Safety Council s commercial success and market presence for its Process Safety Management (PSM) services, which include Audits, Consultancy, and Training offerings.
This is a hunter role focused on acquiring new clients across process-intensive industries like Chemicals, Petrochemicals, Oil & Gas, Refineries, and Specialty Manufacturing. Over time, the incumbent is expected to build and manage a strong portfolio of key accounts, while continuing to pursue new business.
The role requires a deep understanding of the PSM domain, industrial hazards, and regulatory frameworks, with the ability to engage at both operational and CXO levels.
Brief Description of Tasks
Commercial / Sales Performance
- Achieve sales and revenue targets for PSM-related services across audits, consulting projects, and training programs.
- Maintain a healthy pipeline valued at 4 6 Cr+ for the PSM vertical.
- Execute structured sales development plans by product, geography, and industry segment.
- Grow share of wallet in key sectors by developing strategic growth plans.
Lead Generation & Client Acquisition
- Identify, approach, and acquire new clients through industry mapping, direct outreach, and networking.
- Focus on industries such as Chemicals, Petrochemicals, Fertilizers, Oil & Gas, etc.
- Engage HSE Heads/ PSM Heads, Plant Heads, Technical Directors, and CXOs to position PSM solutions.
- Leverage domain knowledge to sell risk-based, high-impact solutions in compliance-heavy industries.
- Identify, qualify, and win large strategic PSM projects, including RFPs and tenders.
Strategic Relationship Management
- Build a trusted network within the process safety ecosystem consultants, decision-makers, influencers.
- Penetrate accounts currently using competitor PSM services and grow BSC s presence.
- Develop and manage key accounts across regions, with long-term relationship-building focus.
- Collaborate internally with service delivery, product, and technical consultants for smooth execution.
Sales Process & CRM Management
- Lead disciplined sales processes from lead generation to closure using Salesforce CRM.
- Maintain high-quality forecasting and pipeline reporting with accuracy.
- Represent British Safety Council with domain credibility and technical professionalism.
- Follow best practices in pipeline hygiene, sales cadence, and market documentation.
Domain Knowledge & Capability Building
- Continuously upskill on Process Safety principles, Indian and global regulations (like OSHA 1910.119), and emerging risks.
- Stay updated on BSC s evolving PSM offerings and competitive positioning.
- Attend technical trainings, conferences, and webinars to enhance consultative credibility.
- Translate technical knowledge into clear business value for client stakeholders.
Health & Safety
Understand and carry out your health and safety responsibilities per company standards. Regularly discuss your competence and development needs with your manager.
Person Specification
Skills & Qualifications
- Engineering graduate (preferably in Chemical / Mechanical / Industrial Safety)
- MBA/PGDM preferred but not mandatory
- Qualification(s) related to Health & Safety or Management systems and Education
- Excellent technical communication and consultative selling ability
- Strong negotiation, stakeholder management, and presentation skills
- Strong organisational and time management skills
- Ability to engage across hierarchy from plant to boardroom
Experience
- Minimum 8 years in technical solution sales, with at least 4 years in process-intensive industries
- Proven track record of selling, compliance, engineering, or consulting solutions
- Experience working with clients in Chemicals, Petrochemicals, Oil & Gas, Refineries, Fertilizers, etc.
- Exposure to Process Safety frameworks, standards, and client pain points
- Experience in strategic client acquisition and managing enterprise-level accounts
Behavioural Competence
- Credible, professional, and technically sound
- Strategic thinker with strong business and industry understanding
- Target-driven with ownership mindset
- Collaborative and aligned with BSC s values and behavioural framework
