Assistant General Manager/Deputy General Manager - Business Development/Institutional Sales - Mining/Infra & Construction

1. Role Purpose:

- Responsible for business development, key account acquisition, and strategic relationship management for institutional clients in mining, steel, cement, ports, and infrastructure sectors.

- Focus on Small-Medium to Ultra-Large OTR tire portfolio and securing long-term supply agreements.

2. Key Responsibilities Business Development & Revenue Growth:

- Identify and acquire new institutional accounts across mining and industrial sectors.

- Drive annual revenue growth for Large & Ultra-Large Off-Highway Tyres.

- Build strong opportunity pipeline.

3. Key Account Management:

- Manage relationships with high-value corporate clients such as Tata Steel, JSW, Reliance, Aditya Birla Group, Cement Companies and major contractors.

- Lead negotiations for annual rate contracts, tenders, and long-term agreements.

- Improve wallet share and ensure high customer satisfaction.

4. Product Performance & Technical Interface:

- Coordinate timely site risk analysis, tyre performance reviews and technical evaluations (TKPH, TKM, scrap analysis).

- Support site trials, failure analysis, and performance improvement initiatives.

5. Market Intelligence & Competitor Tracking:

- Monitor competitor pricing, products, tenders, and industry movements.

- Provide monthly market intelligence to leadership.

6. Commercial Excellence:

- Ensure compliance with pricing policies, discount norms, and credit terms.

- Support collection processes and maintain healthy account receivables.

7. Cross-Functional Collaboration:

- Collaborate with Supply Chain, Technical Service, Marketing, and R&D teams for seamless execution.

8. Key Performance Indicators (KPIs):

- Revenue growth achievement.

- New account acquisition & wallet share improvement.

- Success in tenders & rate contract closures.

- Tyre performance KPIs (TKPH, failure rate, hours to scrap).

- Customer satisfaction scores and OTIF performance.

9. Required Qualifications & Experience:

- Bachelors degree in Engineering or Business; MBA preferred.

- 10 - 15 years experience in B2B sales/business development in OTR tyres, mining equipment, or industrial machinery sectors.

10. Skills & Competencies:

- Strong relationship management and negotiation skills.

- Technical understanding of OTR tyres and mining operations.

- Analytical thinking, presentation skills, and willingness to travel.