Category Head - Steam and Heat

Key Responsibilities:

Market Strategy & Development:

• Define and implement the sales strategy for Domestic and International market, focusing on utility solutions (Steam and Heat) under the Build-Own-Operate (BOO) model.
• Identify new market opportunities and expand the companys footprint in target international markets.
• Assess regional trends, customer needs, and competition to develop targeted marketing and sales campaigns.

Business Development:

• Lead business development efforts, ensuring a strong pipeline of opportunities in the utility sector (steam, heat, biomass-based solutions, etc.).
• Cultivate strong relationships with key customers, including industrial sectors such as textiles, chemicals, food processing, dairy, and more.
• Network with stakeholders across industries to promote Thermax Onsite Energy solution and identify new projects.

Sales Leadership & Team Management:

• Help build sales teams in Domestic and International market, providing guidance, motivation, and support to achieve sales targets.
• Build a high-performance sales culture focused on results and client satisfaction.
• Coordinate with cross-functional teams (technical, operations, legal) to ensure smooth execution of contracts and projects.
• Client Relationship Management:
• Develop and maintain long-term relationships with key clients and partners.
• Regularly engage with clients to assess satisfaction, address concerns, and ensure continued business growth.
• Manage and expand accounts, ensuring successful project delivery and long-term partnerships.

Sales Forecasting & Reporting:

• Prepare regular sales forecasts, reports, and updates for senior management.
• Analyze sales trends, market dynamics, and competition to provide actionable insights.
• Track and report on key performance metrics to ensure that sales targets and KPIs are met.
• Contract Negotiation & Closure:
• Lead negotiations for complex BOO contracts, ensuring favorable terms for TOESL while meeting customer requirements.
• Collaborate with legal and finance teams to structure and finalize contracts, ensuring compliance with local laws and regulations.
• Close high-value long term BOO deals and manage the transition from sales to project execution.

Market Intelligence & Competitive Analysis:

• Monitor market trends, competitor activities, and regulatory changes in Domestic and International market.
• Provide insights into customer needs, technological developments, and evolving market conditions.
• Stay abreast of local energy policies, environmental regulations, and green fuel initiatives in each country.

Brand Positioning & Marketing:

• Work with the marketing team to strengthen Thermaxs brand presence and promote the value proposition of BOO utility solutions.
• Represent the company at industry events, conferences, and exhibitions in the region.

Skills & Competencies:

• Exceptional leadership and people management skills.
• Strong negotiation, communication, and interpersonal skills.
• Strategic thinking and problem-solving ability, with the capability to navigate complex business challenges.
• Fluency in English; proficiency in local languages (Indonesian, Thai, or Filipino) is a plus.
• Willingness to travel frequently within India and Overseas.

Key Attributes:

• Strong business acumen with the ability to understand and articulate the technical aspects of utility solutions.
• Excellent relationship-building skills and a deep understanding of local market dynamics.
• Result-oriented and self-driven with a proactive approach to sales and market development.
• Ability to work under pressure and manage multiple stakeholders in a dynamic and fast-paced environment.