Orient Electric—KAM

Job description

Description: A. International Business Development • Develop and execute market-specific strategies for SAARC, Middle East, Australia and North America. • Identify new countries, customers, distributors, importers, retailers, project customers and strategic partners. • Generate new business opportunities through market research, customer visits, exhibitions, referrals, digital channels and industry networks. • Develop a robust pipeline of prospective customers and convert qualified leads into sustainable business. • Expand the company's geographical footprint and identify opportunities for establishing new distribution networks. • Develop country-wise business plans with clear revenue, volume, margin and customer-acquisition targets. • Evaluate market potential, competitive landscape, pricing levels, product requirements and entry barriers. B. Distributor & Customer Management • Identify, appoint and develop distributors/partners in assigned international markets. • Negotiate commercial terms, annual business plans, pricing, payment terms, territory coverage and product mix. • Establish strong relationships with key distributors, importers, retailers, institutional customers and strategic accounts. • Monitor distributor performance against agreed business plans. • Identify opportunities to increase product penetration and share of wallet with existing customers. • Resolve commercial and operational issues in coordination with internal stakeholders. • Ensure compliance with company policies regarding exclusivity, credit, margins and commercial approvals. C. Revenue & Profitability Management • Deliver agreed sales, revenue, volume and contribution/margin objectives. • Ensure international business growth is achieved with sustainable profitability. • Prepare quotations and commercial proposals in line with approved pricing and margin guidelines. • Monitor commodity, freight, currency and competitive-market movements and incorporate their impact into pricing decisions. • Conduct regular profitability reviews by country, customer and product. • Negotiate price revisions wherever required due to changes in raw material, freight, currency or other cost factors. • Ensure new business opportunities meet the company's minimum profitability requirements. D. Product & Market Development • Identify customer and market requirements for new products and product modifications. • Work closely with R&D, Product Management and Quality to develop market-specific products. • Provide market intelligence on product specifications, design, features, packaging, certifications and pricing. • Participate in new product development discussions and provide customer feedback. • Identify opportunities for premium, energy-efficient and innovative products in international markets. • Support development of country-specific product portfolios based on market demand. E. Certification & Regulatory Coordination • Identify certification and regulatory requirements for each assigned market. • Coordinate with R&D, Quality, Legal and external certification agencies for timely approvals. • Track certification timelines and ensure business plans are aligned with product readiness. • Ensure products, packaging, documentation and labeling comply with applicable country regulations. • Develop business cases for certification investments based on expected market opportunity. F. International Travel & Customer Engagement • Undertake regular international travel for: o Customer acquisition o Distributor development o Market research o Business reviews o Product development o Trade exhibitions o Competitor analysis o Commercial negotiations • Conduct structured customer meetings and prepare visit reports with clear action plans. • Convert market visits into measurable business opportunities.g) Cross-Functional Coordination K. Market Intelligence & Reporting • Track market size, growth, competitors, pricing, product trends and customer developments. • Prepare country-wise business intelligence and opportunity reports. • Maintain a structured international business development pipeline. • Provide monthly MIS covering: o Sales o Revenue o Margin o New customers o New markets o Pipeline o Conversion o Certification status o Business risks • Provide regular updates to senior management on market opportunities and risks.