Vice President / Head – Business Development
Senior Leadership Role | Experience: 15+ Years | Location: Mumbai / Thane (with extensive travel)
Department
Business Development & Sales
Reports To
Director
Industry Focus
Refineries, Petrochemicals, Fertilizers, Coal Gasification, Oil & Gas, Power
Key Clients
EPC Contractors, End-Users (IOCL, BPCL, HPCL, ONGC, GAIL, NFL, RCF, GSFC, etc.)
ROLE SUMMARY
ICEM Engineering is seeking a seasoned business development leader to spearhead the company’s strategic transition from component manufacturing into complete equipment fabrication (pressure vessels, heat exchangers, reactors, columns). This individual will be the commercial face of ICEM—responsible for building an order book, securing vendor approvals at major EPCs and end-users, and establishing ICEM as a credible equipment fabricator in the Indian process industry ecosystem.
KEY RESPONSIBILITIES
- Own and drive ICEM’s equipment fabrication order book, targeting systematic revenue growth from new-build equipment orders across refineries, petrochemical complexes, fertilizer plants, and coal gasification projects.
- Critical Priority: Secure vendor/shop approvals (AVL registrations) from major engineering consultants and EPCs—with
- Engineers India Limited (EIL) and Projects & Development India Limited (PDIL) approvals are of the highest strategic importance.
- Additionally target approvals from Technip Energies, L&T Hydrocarbon, Toyo, ThyssenKrupp, Maire Tecnimont, TATA Projects, Jacobs, and similar organizations.
- Develop and maintain deep relationships with procurement heads, project managers, and technical reviewers at major EPCs, end-user organizations, and government-sector clients.
- Lead the identification, pursuit, and closure of large-value equipment fabrication tenders and negotiated orders.
- Represent ICEM at pre-bid meetings, technical clarifications, price negotiations, and client visits, including hosting senior client delegations at ICEM’s manufacturing facilities.
- Build a pipeline management discipline—maintaining a structured funnel from inquiry to order with clear stage-gating and regular reporting to the Director.
- Provide market intelligence on upcoming capex projects, expansion plans, and competitor positioning in the heavy fabrication space.
- Collaborate with the estimation team to develop competitive and commercially sound proposals.
- Guide and mentor the BD team (marketing executive, tender coordinator) to build a scalable commercial function.
MANDATORY REQUIREMENTS
- Minimum 15 years of direct sales/BD experience in heavy engineering fabrication—pressure vessels, heat exchangers, reactors, columns, or similar ASME/IBR-coded equipment.
- Verifiable track record of personal order booking in the range of ₹50–200+ Crore annually from EPC and end-user clients.
- Demonstrated existing relationships with EIL, PDIL, and at least 3–4 major EPCs.
- Hands-on experience with the complete tender lifecycle: vendor registration → pre-qualification → techno-commercial bid → negotiation → order.
- Deep understanding of the Indian refinery, petrochemical, and fertilizer project ecosystem—who the decision-makers are, how procurement works, and where ICEM fits.
- Willingness to travel extensively (50–60% of working time) to client offices, project sites, and ICEM’s manufacturing facilities.
PREFERRED QUALIFICATIONS
- B.E./B.Tech in Mechanical Engineering; MBA is a plus but not essential.
- Prior experience at or selling to organizations in GCC/export markets.
- Familiarity with explosion-bonded clad plates, dished ends, and formed components is a strong differentiator.
- Experience working with ASME U/U2/R stamp holders.
Job Types: Full-time, Permanent
Pay: ₹300,000.00 - ₹500,000.00 per month
Benefits:
- Cell phone reimbursement
- Flexible schedule
- Leave encashment
- Provident Fund
Work Location: In person
