Business Development Manager/Senior Manager - EMS (Chennai)

Job Description:

Business Development Manager/Sr Manager EMS

Industry

Electronics Manufacturing Services (EMS) / Electronic Manufacturing / OEM

Location Chennai

Key Responsibilities

• Identify and develop new business opportunities with OEMs, ODMs, startups, and technology companies.
• Develop and maintain strong relationships with CXO, procurement, engineering, operations, and supply-chain teams at customer organizations.
• Identify potential opportunities across sectors such as Automotive, Industrial, Consumer Electronics, Telecom, Medical, Energy, Railways, and other electronics segments.
• Understand customer product requirements, manufacturing expectations, volumes, timelines, and commercial requirements.
• Work closely with Engineering, NPI, Operations, Supply Chain, Quality, and Finance teams to prepare and submit customer proposals.
• Lead the complete business development cyclefrom lead generation and RFQ to quotation, negotiation, customer approval, NPI, and business award.
• Coordinate with customers for RFQ/RFI/RFP, BOM, tooling, testing, certification, quality, capacity, and manufacturing requirements.
• Develop business cases and prepare commercial proposals in coordination with the finance and costing teams.
• Negotiate pricing, payment terms, commercial conditions, and contracts with customers.
• Track sales pipeline, opportunity funnel, business conversion, and revenue targets.
• Prepare regular MIS, sales forecasts, pipeline reports, and management updates.
• Conduct market intelligence and competitor analysis to identify emerging business opportunities.
• Attend customer meetings, industry events, exhibitions, and conferences to develop new relationships and generate leads.
• Support customer audits, plant visits, technical discussions, and management-level engagements.
• Ensure smooth handover of new business from the BD team to NPI/Program Management and Operations.
• Continuously explore opportunities for cross-selling and increasing wallet share with existing customers.

Technical & Functional Skills

• Strong understanding of electronics manufacturing and EMS processes.
• Working knowledge of PCBA/PCB assembly, SMT, THT, box-build, testing, system integration, and NPI processes.
• Good understanding of BOM, RFQ, costing, should-cost analysis, tooling, testing, and manufacturing economics.
• Ability to understand technical specifications, drawings, BOMs, and customer product requirements.
• Knowledge of supply chain, component sourcing, quality requirements, and manufacturing feasibility.
• Understanding of commercial aspects including pricing, margins, payment terms, working capital, and contracts.
• Strong analytical and negotiation skills.
• Good understanding of customer qualification and vendor approval processes.

Educational Qualification

• B.E./B.Tech in Electronics & Communication, Electrical, Electronics, Mechanical, Industrial Engineering, or a related technical discipline.
• MBA in Marketing/Business Management would be an added advantage but is not mandatory.

Experience Profile

• Business Development / Sales / Key Account Management in EMS, electronics manufacturing, OEM, ODM, or a related industry.
• Experience in handling B2B customers and large OEM accounts.
• Proven track record of generating new business and converting opportunities into revenue.
• Experience in handling RFQ/RFP processes, commercial negotiations, and customer relationships.
• Candidates with experience in working with large Indian or global OEMs will be preferred.

Key Competencies

• Business development and customer acquisition
• Strong communication and presentation skills
• Commercial and negotiation skills
• Technical understanding of electronics manufacturing
• Strategic account management
• Customer relationship management
• Analytical and problem-solving ability
• Cross-functional coordination
• Strong ownership and execution orientation
• Ability to work independently and travel extensively

Key Performance Indicators (KPIs)

• New business wins
• Revenue and gross margin achievement
• New customer acquisition
• Sales pipeline development
• RFQ-to-business conversion
• Customer retention and wallet share
• Timely closure of commercial negotiations
• New product/customer development
• Market and opportunity development

Preferred Candidate Profile

The ideal candidate should be a technically strong business development professional who can understand both the customer's technical requirements and the commercial aspects of an EMS business.

The candidate should be comfortable interacting with engineering teams as well as CXO-level customers, possess strong negotiation skills, and have a demonstrated ability to convert business opportunities into long-term customer relationships.