Business Development Head - B2B Sales - Wire & Cable

Business Development Head B2B (Wire & Cable) (15-30 yrs)

About the Role:

The Head Business Development will be responsible for creating and accelerating demand for RR Kabel's B2B business by driving specification sales, developing strategic customer relationships, identifying new business opportunities, and expanding the company's presence across key growth sectors. The role will act as the bridge between Sales, Marketing, Product Management and Key Accounts to ensure sustainable and profitable business growth.
This position will focus on building long-term opportunities rather than transactional sales and will play a key role in positioning RR Kabel as the preferred brand among consultants, architects, EPCs, builders, industries and institutional customers.
Key Responsibilities:
- Develop and execute the national B2B business development strategy aligned with company objectives.
- Identify high-growth markets, segments and emerging business opportunities.
- Create long-term growth plans for wires and cables across industry verticals.
- Develop annual business development roadmap with measurable KPIs.
- Increase product specifications among Electrical Consultants, MEP Consultants, Architects, PMC Companies, Design Consultants.
- Drive consultant engagement programs and ensure conversion of specifications into actual business.
- Develop focused penetration strategies for Real Estate Developers, Infrastructure, Industrial Projects, Manufacturing Plants, Data Centres, Renewable Energy, Utilities, Metro & Rail, Government Projects, Hospitals, Airports, Commercial Buildings.
- Build strategic relationships with Large Developers, EPC Contractors, Panel Builders, OEMs, Consultants, Government Departments, Institutional Customers and develop CXO-level engagement programs.
- Identify opportunities through New projects, Greenfield industries, Brownfield expansions, Infrastructure investments, Government initiatives, Smart Cities, Renewable Energy, Industrial Corridors and maintain a national opportunity pipeline.
- Build structured project tracking mechanisms, develop early-stage project intelligence, generate qualified opportunities for the sales team, and improve lead conversion ratio.
- Collaborate with Sales, Marketing, Product Management, Technical Services, CRM & Digital Teams, Centre of Excellence and drive faster conversion of opportunities.
- Track Competitor activities, Product launches, Consultant preferences, Market developments and recommend strategic actions.
- Support regional sales teams through opportunity mapping, consultant engagement, Customer presentations, technical seminars, product demonstrations and customer events.
- Ensure all opportunities are captured in CRM, develop BD dashboards and analytics, track funnel conversion, and improve forecast accuracy.
- Work with Marketing to build RR Kabel's technical leadership, conduct seminars and knowledge sessions, participate in exhibitions and industry forums, and increase visibility among influencers.
- Build and mentor a high-performing Business Development organisation, establish performance metrics, drive capability building, and develop succession plans.
Key Performance Indicators (KPIs):
- Business Growth: New business revenue generated, qualified opportunity pipeline, opportunity conversion %, project conversion value.
- Specification: Number of consultant approvals, number of specifications secured, specification-to-order conversion, consultant engagement score.
- Market Expansion: New customers acquired, new sectors penetrated, new regions developed.
- Customer: Strategic account growth, customer retention, customer satisfaction.
- Sales Support: Lead generation, sales conversion support, project win ratio.
- Digital: CRM adoption, pipeline visibility, forecast accuracy.
Educational Qualification:
- Bachelor's Degree in Engineering (Electrical preferred).
- MBA (Marketing / Sales / Strategy) preferred.
Experience:
- 15-20 years in the Electrical/Wires & Cables industry.
- Proven experience in specification sales, project sales, and strategic business development.
- Experience handling large institutional and project customers on a national scale.
- Strong exposure to consultants, EPCs, OEMs, builders, and infrastructure sectors.
Key Competencies:
- Functional: Business Development, Strategic Planning, Project Sales, Specification Selling, Customer Relationship Management, Market Intelligence, Key Account Management, Opportunity Management, Contract Negotiation, Financial Acumen.
- Leadership: Strategic Thinking, Team Leadership, Influencing Skills, Cross-functional Collaboration, Decision Making, Stakeholder Management, Change Leadership, Executive Presence.