Business Development Manager

Job Description

Role Overview: The Business Development Manager Institutional Business will be responsible for end-to-end management of institutional accounts in the Recykal vertical, focusing on large enterprises such as Mahindra, Tata, and other major organizations. The role demands a deep understanding of both supply and demand sides of scrap materials across categories like plastic, metal, paper, batteries, etc. The incumbent will be expected to drive strategic account relationships, optimize margins, ensure smooth operations of auctions and direct sales, and manage payment terms to keep financing costs under control. Key Responsibilities: 1. Account Management & Relationship Building: Develop and maintain long-term relationships with institutional suppliers and buyers of scrap materials. Serve as the single point of contact for all business dealings with key accounts. Ensure regular interactions, business reviews, and issue resolution to build trust and grow account share. 2. Supply & Demand Management: Match institutional supply (scrap generation) with demand from recyclers and processors. Ensure timely collection, sorting, and dispatch of materials to buyers as per agreed specifications and timelines. Coordinate with internal operations and logistics teams for end-to-end execution. 3. Auction & Sales Execution: Drive digital and offline auctions for scrap procurement/sales, ensuring transparency and competitiveness. Identify and engage a network of buyers for all major material categories. Ensure price discovery through auctions or direct negotiations to maximize margin. 4. Commercials & Margins: Negotiate purchase and selling rates to ensure healthy contribution margins. Monitor cost structures, transport, and processing expenses to maintain profitability. Manage contracts, rate agreements, and payment terms with suppliers and buyers. 5. Financial Controls: Align payment cycles with working capital requirements to keep financing costs within target levels. Coordinate with finance and accounts for invoicing, collections, and vendor payments. Track DSO (Days Sales Outstanding) and DPO (Days Payable Outstanding) to optimize cash flow. 6. Market Intelligence & Business Growth: Monitor market trends, commodity prices, and competitor activities. Identify new business opportunities within the institutional ecosystem. Drive expansion into new material categories or service offerings. 7. Data & Reporting: Maintain updated records of deals, contracts, payments, and margins. Generate performance dashboards and MIS reports for internal stakeholders. Key Performance Indicators (KPIs): Growth in institutional supply volumes (MT/month) Margin per MT on key categories Timeliness of collections and dispatches Average payment cycle (DSO/DPO) Retention and growth of key accounts Number and value of successful auctions conducted