Larsen & Toubro – MHI Turbine Generators Pvt. Ltd. (LMTG)
Job Description – Business Development & Sales Manager (Steam Turbine)
Location: Hazira, Surat, India
Experience: 10–15 Years
Position: Manager
Department: LMTG
Reporting To: Head – Marketing
Role Purpose:
To support profitable growth, order acquisition, and market expansion for steam turbine products and aftermarket services, with full accountability for commercial outcomes, contractual integrity, and customer engagement across OEM and non-OEM markets.
The role operates with a strong focus on aftermarket lifecycle solutions, including spares, overhauling, refurbishment, Renovation & Modernization, while ensuring alignment with L&T’s Policy & Objectives.
- Lead identification and conversion of business opportunities across OEM & Non-OEM customers of Central, State utilities and IPPs.
- Build a strong and convertible order pipeline, with clear visibility on revenue realization.
- Collaborate with corporate group to secure the new greenfield/brownfield orders
- Own the end-to-end sales cycle, including opportunity creation, qualification, bid strategy, solution positioning, pricing, and closure.
- Drive techno-commercial negotiations, ensuring competitiveness, profitability, and risk exposure.
- Ensure strict adherence to bid governance, risk identification, internal approvals, and commercial compliance frameworks.
- Lead growth of aftermarket portfolio, including spares, service contracts, overhauling, refurbishment, retrofits, and uprating solutions.
- Develop and manage strategic relationships with Power sector CPSUs, State GENCOs, and IPPs customers.
- Engage with OEM & Non-OEM customers to understand their long-term strategies and investment plans.
- Ensure robust contract structuring, including clear definition of scope, liabilities, payment terms, and risk allocation.
- Proactively manage contractual risks, claims, and dispute resolution, safeguarding organizational interests.
- Align all commercial commitments with execution capabilities and contractual obligations.
- Track policy changes, regulatory developments, competitor strategies, and emerging technologies.
- Translate insights into actionable business strategies and product positioning.
- Strengthen market presence and brand visibility through industry engagement.
- Collaborate closely with Engineering, Manufacturing, Supply Chain, and Service teams to ensure seamless execution.
Qualifications:
- Bachelor’s Degree in Mechanical / Electrical Engineering (mandatory)
- MBA (preferred but not mandatory)
Experience:
- 10–15 years in business development, sales, after sales & service within power or heavy engineering sector
- Strong exposure to steam turbines, rotating equipment, and utility segment (NTPC, State GENCOs, IPPs)
- Proven track record in bidding, winning techno-commercial contracts and managing strategic accounts
Key Skills & Competencies:
Functional
- Strong techno-commercial acumen and negotiation capability
- Deep understanding of contract structuring, risk allocation, and commercial frameworks
- Thermal Power sector & turbine domain exposure
- Expertise in techno-commercial bid preparation and pricing strategies.
- In depth knowledge on Commercial terms and conditions, & taxation guidelines are prerequisite.
Behavioural:
- Customer-centric approach with strong stakeholder influence
- High level of analytical, decision-making, and problem-solving capability
- Strategic thinker with market-oriented approach
- Ability to work under pressure with tight deadlines
- Excellent written & verbal communication, presentation & negotiation skills are prerequisites.
- Strong analytical, negotiation, and decision-making abilities.
- Effective communication and stakeholder management skills.
