ICEM ENGINEERING CO. (INDIA) PVT. LTD.
Established 1964 • Heavy Engineering • Pressure Vessel Components • Explosion Bonded Clad Plates
JOB DESCRIPTION
Manager – Business Development (Government / PSU Sector)
Reference: ICEM/BD/GOV-01 • Date: March 2026 • Confidential
Position Details
Position Title
Manager – Business Development (Government / PSU Sector)
Department
Sales & Business Development
Location
Thane Corporate Office (with 40–50% domestic travel to PSU sites and govt offices)
Reports To
Managing Director
Experience
8–15 years in capital equipment / heavy engineering sales to government and PSU clients
Compensation
Commensurate with experience; includes performance-linked incentives on order booking
About ICEM Engineering
ICEM Engineering Co. (India) Pvt. Ltd., established in 1964, is a leading manufacturer of explosion-bonded clad plates and precision-formed pressure vessel components (dished ends, rolled shells, cones, expansion bellows). Operating from two manufacturing facilities in Maharashtra and Madhya Pradesh, ICEM is scaling from component supply into complete equipment fabrication — targeting pressure vessels, heat exchangers, and reactors for India’s largest infrastructure and energy projects.
Role Purpose
Drive order booking and revenue growth from Government departments, Public Sector Undertakings (PSUs), Defence establishments, and their associated EPC contractors across India. This role requires deep familiarity with government procurement processes, GeM portal operations, tender ecosystems, and relationship management with decision-makers at organisations such as BHEL, IOCL, BPCL, HPCL, ONGC, NPC/NPCIL, BARC, DRDO, Indian Railways, and similar bodies. The primary focus is the Indian domestic market; experience with Defence export tenders or PSU international subsidiaries is a welcome addition but not mandatory.
Key Responsibilities
- Identify, track, and respond to tenders on GeM, CPPP, and state-level e-procurement portals for pressure vessel components, clad plates, and fabricated equipment
- Build and maintain relationships with key procurement and engineering contacts at target PSUs and Defence organisations across India
- Secure ICEM’s registration / empanelment / AVL listing at major PSUs, Defence procurement agencies, and their approved EPC contractors
- Prepare and submit techno-commercial bids, ensuring compliance with tender conditions, EMD, BG, and documentation requirements specific to government procurement
- Coordinate with ICEM’s estimation team to develop competitive pricing for government tenders while maintaining target margins
- Track project pipelines across PSU annual procurement plans, Defence capital expenditure budgets, and Atmanirbhar Bharat / Make in India initiatives relevant to heavy engineering
- Manage post-order coordination with PSU inspection agencies (BHEL QA, IOCL inspection, NPCIL QA) and their designated third-party inspectors
- Represent ICEM at government vendor meets, industry exhibitions (e.g., DefExpo, India Energy Week, Aero India), and PSU vendor development programmes
- Provide weekly pipeline reports with order booking forecasts, tender status updates, and client visit summaries to the Managing Director
- Guide internal teams on government-specific documentation requirements (e.g., SSI/MSME certificates, turnover certificates, experience certificates, security clearances where applicable)
Requirements & Qualifications
- B.E. / B.Tech in Mechanical Engineering (mandatory); MBA is a plus
- 8–15 years of proven sales/BD experience selling heavy engineering products or capital equipment to Indian PSUs and/or Defence
- Demonstrable track record of order booking from government/PSU clients (candidates must provide verifiable references and approximate annual booking numbers)
- Hands-on experience with GeM, CPPP, e-tender portals, and Indian government procurement procedures
- Working knowledge of government payment cycles, LC mechanisms, and BG/EMD processes
- Familiarity with ASME, IS, and IBR codes relevant to pressure vessel components is strongly preferred
- Existing relationships at target PSUs (BHEL, IOCL, BPCL, HPCL, ONGC, NPCIL, SAIL, etc.) will be a significant advantage
- Willingness to travel extensively (40–50%) to PSU plant sites, government offices, and inspection locations across India
- Strong written and verbal communication in English and Hindi; knowledge of regional languages is a plus
- Experience with Defence export or PSU international procurement is a bonus but not required
Key Performance Indicators
- Annual order booking value from Government/PSU clients (target to be agreed upon joining)
- Number of new PSU/Defence AVL registrations secured per year
- Tender response rate and win ratio
- Pipeline value maintained at 3–4x annual booking target
- On-time tender submission rate (100% target)
What ICEM Offers
- A leadership-track role in a 60-year-old, family-promoted engineering company undergoing a major strategic transformation
- Direct access to the Managing Director and involvement in high-level commercial decisions
- Opportunity to build and lead the Government/PSU vertical from the ground up
- Performance-linked incentives directly tied to order booking
- Exposure to a diversified product portfolio spanning forming, cladding, and equipment fabrication
How to Apply
Interested candidates should send their CV along with a cover note highlighting their order booking track record and relevant client relationships to:
Email: [email protected]
Subject Line: Application – ICEM/BD/GOV-01
ICEM Engineering is an equal opportunity employer.
Job Types: Full-time, Permanent
Pay: ₹50,000.00 - ₹100,000.00 per month
Benefits:
- Cell phone reimbursement
- Flexible schedule
- Leave encashment
Work Location: In person
