Business Development Manager

Larsen & Toubro – MHI Turbine Generators Pvt. Ltd. (LMTG)

Job Description – Business Development & Sales Manager (Steam Turbine)

Location: Hazira, Surat, India

Experience: 10–15 Years

Position: Manager

Department: LMTG

Reporting To: Head – Marketing

Role Purpose

To support profitable growth, order acquisition, and market expansion for steam turbine products and aftermarket services, with full accountability for commercial outcomes, contractual integrity, and customer engagement across OEM and non-OEM markets.

The role operates with a strong focus on aftermarket lifecycle solutions, including spares, overhauling, refurbishment, Renovation & Modernization, while ensuring alignment with L&T’s Policy & Objectives.

• Lead identification and conversion of business opportunities across OEM & Non-OEM customers of Central, State utilities and IPPs.
• Build a strong and convertible order pipeline, with clear visibility on revenue realization.
• Collaborate with corporate group to secure the new greenfield/brownfield orders
• Own the end-to-end sales cycle, including opportunity creation, qualification, bid strategy, solution positioning, pricing, and closure.
• Drive techno-commercial negotiations, ensuring competitiveness, profitability, and risk exposure.
• Ensure strict adherence to bid governance, risk identification, internal approvals, and commercial compliance frameworks.
• Lead growth of aftermarket portfolio, including spares, service contracts, overhauling, refurbishment, retrofits, and uprating solutions.
• Develop and manage strategic relationships with Power sector CPSUs, State GENCOs, and IPPs customers.
• Engage with OEM & Non-OEM customers to understand their long-term strategies and investment plans.
• Ensure robust contract structuring, including clear definition of scope, liabilities, payment terms, and risk allocation.
• Proactively manage contractual risks, claims, and dispute resolution, safeguarding organizational interests.
• Align all commercial commitments with execution capabilities and contractual obligations.
• Track policy changes, regulatory developments, competitor strategies, and emerging technologies.
• Translate insights into actionable business strategies and product positioning.
• Strengthen market presence and brand visibility through industry engagement.
• Collaborate closely with Engineering, Manufacturing, Supply Chain, and Service teams to ensure seamless execution.
  
  

Qualifications

• Bachelor’s Degree in Mechanical / Electrical Engineering (mandatory)
• MBA (preferred but not mandatory)
  
  

Experience

• 10–15 years in business development, sales, after sales & service within power or heavy engineering sector
• Strong exposure to steam turbines, rotating equipment, and utility segment (NTPC, State GENCOs, IPPs)
• Proven track record in bidding, winning techno-commercial contracts and managing strategic accounts
  
  

Key Skills & Competencies

Functional

• Strong techno-commercial acumen and negotiation capability
• Deep understanding of contract structuring, risk allocation, and commercial frameworks
• Thermal Power sector & turbine domain exposure
• Expertise in techno-commercial bid preparation and pricing strategies.
• In depth knowledge on Commercial terms and conditions, & taxation guidelines are prerequisite.
  
  

Behavioural

• Customer-centric approach with strong stakeholder influence
• High level of analytical, decision-making, and problem-solving capability
• Strategic thinker with market-oriented approach
• Ability to work under pressure with tight deadlines
• Excellent written & verbal communication, presentation & negotiation skills are prerequisites.
• Strong analytical, negotiation, and decision-making abilities.
• Effective communication and stakeholder management skills.