KAM

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.

Experience
10 - 15 Years

Employment type
PERMANENT

Work arrangement
No