Customer Development Manager

Position: Manager Customer Development
Department: Customer Development Cement Coordination
Location: Muddapur, Karnataka & Kadapa, Andhra Pradesh
Experience: 6+ Years
Education: Graduate/Postgraduate Marketing or related discipline
Industry Preference: Cement / Chemical / Waste Management / Environmental Services/ Paint/ Putty/ Tiles
Travel: Extensive travel required; two-wheeler/four-wheeler required
Languages: English, Hindi; Kannada and Telugu

About the Role

We are looking for an experienced Manager Customer Development to drive business development and customer relationship management with cement plants. The role will be responsible for developing opportunities around co-processing of hazardous and non-hazardous waste, Alternate Fuel & Raw Material (AFR/ARM), waste management, and sustainable solutions.

The incumbent will manage customer relationships, commercial negotiations, order execution, dispatch coordination, payment follow-up, and cross-functional coordination with internal and external stakeholders.

Key Responsibilities

1. Business Development & Customer Acquisition

• Identify and develop new business opportunities with cement plants for co-processing of hazardous and non-hazardous waste.
• Promote AFR/ARM, waste management and co-processing solutions.
• Generate leads and expand the customer portfolio.
• Conduct market and competitor analysis.
• Achieve monthly, quarterly and annual business development targets.

2. Customer Relationship Management

• Develop strong relationships with Plant Heads, Procurement, Production, Environment, Quality and Commercial teams.
• Conduct customer meetings, plant visits, technical discussions and business reviews.
• Handle customer enquiries, complaints and service-related issues.
• Ensure high customer satisfaction through regular engagement and follow-up.

3. Commercial & Contract Management

• Coordinate preparation, execution, renewal and amendment of POs, Work Orders, agreements and contracts.
• Prepare commercial proposals and quotations.
• Negotiate commercial terms with customers.
• Follow up for timely PO issuance and renewal.
• Coordinate invoicing and payment collection with Finance.

4. Operations & Dispatch Coordination

• Coordinate with Operations, Production, Logistics and Dispatch teams to ensure uninterrupted material supply.
• Plan and monitor daily, weekly and monthly dispatch schedules.
• Coordinate transportation, vehicle placement, loading, unloading and delivery.
• Resolve logistics and operational issues impacting customer service.

5. Technical & Quality Coordination

• Coordinate product trials, sample submissions and performance evaluations with cement plant technical teams.
• Discuss and finalize quality specifications such as GCV, moisture, ash, chloride and particle size.
• Coordinate laboratory testing and quality verification.
• Share test reports and technical information with customers.

6. Regulatory & Compliance Coordination

• Ensure compliance with applicable hazardous waste and environmental regulations.
• Coordinate statutory documentation including manifests, waste authorization records and transportation documents.
• Ensure safe handling, transportation, storage and disposal practices.

7. MIS & Business Reporting

• Maintain customer databases, sales reports, dispatch reports and business forecasts.
• Track sales volume, revenue, customer acquisition, retention, collections and business growth.
• Prepare monthly MIS and management reports.
• Provide market intelligence regarding competitors, pricing and customer requirements.

8. Cross-Functional Coordination

• Work closely with Operations, Production, QA, EHS, Finance, Logistics, Legal and Management.
• Monitor the complete business cycle from customer enquiry order execution dispatch invoicing payment realization.
• Support management in business planning, budgeting and strategic initiatives.

Required Technical Skills

• Strong understanding of hazardous waste management and co-processing.
• Knowledge of AFR/ARM applications in cement plants.
• Understanding of cement manufacturing and kiln operations.
• Knowledge of applicable environmental regulations and CPCB/SPCB requirements.
• Understanding of waste characterization and quality parameters such as GCV, moisture, ash and chloride.
• Experience in techno-commercial proposals and contract management.
• Knowledge of supply chain, transportation and logistics.
• Understanding of pricing, GST, invoicing, tipping fees and payment processes.
• Strong MIS, Excel and business analysis skills.
• Working knowledge of SAP/ERP.
• Good proficiency in MS Excel, PowerPoint, Word and Outlook. These competencies are aligned with the uploaded requisition.

Functional Competencies

• Business Development & Customer Acquisition
• Customer Relationship Management
• Commercial Negotiation
• Contract & PO Management
• Sales & Revenue Management
• Order Execution & Dispatch Coordination
• Cross-functional Stakeholder Management
• Customer Complaint Resolution
• Payment & Collection Follow-up
• Market Intelligence & Competitor Analysis
• MIS & Business Forecasting
• Regulatory Coordination

Behavioural Competencies

• Excellent communication and interpersonal skills
• Strong negotiation and influencing skills
• Customer-centric approach
• Analytical and problem-solving ability
• Strong stakeholder management
• Decision-making ability
• Result-oriented approach
• Ability to work under pressure and meet deadlines
• High integrity and professionalism
• Strong planning and organizational skills
• Willingness to travel extensively

Key Performance Indicators (KPIs)

• New customers acquired
• Revenue and business growth
• Sales/dispatch volume
• Customer retention
• Customer satisfaction
• PO/contract renewal
• Dispatch adherence
• Payment collection and outstanding reduction
• New business opportunities generated
• Achievement of monthly/quarterly/annual targets
• Compliance and documentation accuracy

Ideal Candidate Profile

The ideal candidate should have 6+ years of experience in business development/customer development, preferably within the cement, chemical, waste management, environmental services or related industrial sector, with strong exposure to cement-plant customers, commercial negotiations, co-processing/AFR-ARM and end-to-end customer coordination. The requisition specifically identifies chemical and cement industries as preferred backgrounds and Muddapur & Kadapa as preferred locations.