Business Development Manager - Steam Turbine

About the Role

Larsen & Toubro – MHI Turbine Generators Pvt. Ltd. seeks a Business Development & Sales Manager specializing in Steam Turbine products and aftermarket services, located in Hazira, Surat, India. This key managerial position reports to the Head of Marketing and focuses on driving profitable growth, acquiring orders, and expanding markets with complete responsibility for commercial results, contract integrity, and customer relationship management across both OEM and non-OEM sectors.

Key Responsibilities

• Identify and convert business opportunities from Central and State utilities, and Independent Power Producers (IPPs) among OEM and Non-OEM clients.
• Establish a robust and convertible order pipeline aligned with revenue realization goals.
• Coordinate with corporate groups to obtain greenfield and brownfield projects.
• Manage the entire sales process including opportunity creation, qualification, bid strategy formulation, solution positioning, pricing, and finalizing contracts.
• Lead techno-commercial negotiations focusing on competitiveness, profitability, and risk mitigation.
• Ensure compliance with bid governance, risk detection, internal approvals, and commercial policies.
• Expand the aftermarket business portfolio encompassing spares, service contracts, overhauls, refurbishments, retrofits, and uprating solutions.
• Build and sustain strategic relationships with CPSUs in the power sector, State GENCOs, and IPP customers.
• Understand long-term customer strategies and investment plans through engagement.
• Structure contracts meticulously with clear definitions of scope, liabilities, payment terms, and risk distribution.
• Proactively manage risks, claims, and contract disputes to protect company interests.
• Align commercial undertakings with execution readiness and contractual obligations.
• Monitor policy changes, regulations, competitor moves, and new technologies to inform business approaches and product strategies.
• Enhance market presence and brand awareness through active industry participation.
• Work collaboratively with Engineering, Manufacturing, Supply Chain, and Service teams for flawless project execution.

Qualifications & Experience

• Bachelor’s degree in Mechanical or Electrical Engineering is mandatory.
• MBA is advantageous but not required.
• Minimum of 10 to 15 years of experience in business development, sales, aftermarket, and service roles within the power or heavy engineering industries.
• Extensive knowledge of steam turbines, rotating equipment, and utility segments including NTPC, State GENCOs, and IPPs.
• Demonstrated success in bid management, winning techno-commercial contracts, and managing key strategic accounts.

Key Skills and Competencies

• Strong techno-commercial insights with excellent negotiation abilities.
• Comprehensive understanding of contract structures, risk management, and commercial frameworks.
• Expertise in thermal power and turbine domain knowledge.
• Advanced skills in bid preparation, pricing strategies, commercial terms, taxation, and contract compliance.
• Customer-focused mindset with strong stakeholder influence and management capabilities.
• High analytical aptitude with strong decision-making and problem-solving skills.
• Strategic and market-oriented thinking with resilience under tight deadlines.
• Exceptional communication, presentation, and negotiation skills.