Head – Business Development
EPC | MEP | Electrical Infrastructure | Renewable Energy
Location: Navi Mumbai / Mumbai, Maharashtra
Employment Type: Full-Time
Experience: 5–10+ years
Reporting To: Partners / Directors
About the Company
We are an engineering and EPC organization focused on MEP, Electrical Infrastructure, Renewable Energy, Solar PV, BESS, EV Charging, and related infrastructure projects. We undertake projects across industrial, commercial, institutional, infrastructure, and government sectors, providing end-to-end solutions covering design, engineering, procurement, execution, commissioning, and project handover.
As we enter our next phase of growth, we are looking for a Head of Business Development who can take complete ownership of building and scaling our business development function.
Role Overview
The Head – Business Development will be responsible for building the company's sales engine from the ground up and creating a predictable pipeline of high-value EPC and infrastructure projects.
This is a leadership and revenue ownership role, not simply a lead-generation position.
The person will own the full value chain:
Market → Strategy → Lead Generation → Client Relationships → Enquiries → Proposals → Negotiation → Order Closure → Revenue Growth
The ideal candidate should have strong industry relationships, a proven track record in B2B/EPC sales, excellent commercial understanding, and the ability to build and manage a business development team.
Key Responsibilities 1. Build the Business Development Strategy
Develop and execute the overall business development strategy across:
- MEP EPC
- Electrical EPC
- HT/LT infrastructure
- Substations
- Industrial electrical projects
- Commercial MEP
- Solar EPC (Rooftop & Ground-mounted)
- Renewable Energy
- BESS / Energy Storage
- EV Charging Infrastructure
- Infrastructure projects
- Government / PSU projects
- Institutional projects
Identify the sectors and customer segments offering the highest growth and margins.
2. Build a Strong Sales Pipeline
Create a systematic pipeline of potential projects and clients, building relationships with:
- Industrial companies
- Real estate developers
- EPC contractors and main contractors
- Project management consultants
- Architects and consultants
- Infrastructure and manufacturing companies
- Data centers, warehouses & logistics companies
- Government organizations, PSUs
- Educational institutions, hospitals
- Commercial establishments
- Renewable energy developers
The objective is to ensure a healthy pipeline of future projects at all times.
3. Generate New Business
Personally drive strategic business development activities including:
- Cold outreach and client/CXO meetings
- Networking and industry events
- LinkedIn outreach
- Strategic partnerships
- Consultant and contractor relationships
- Referral networks
- Existing client expansion
Build relationships with senior decision-makers such as CXOs, Procurement Heads, Project Directors, Plant Heads, Facility Heads, Purchase Heads, Engineering Heads, Consultants, and Project Managers.
4. Build Strategic Accounts
Identify and develop key accounts capable of generating recurring business, moving the organization from:
One-time project vendor → Preferred EPC Partner
Develop account plans for strategic customers, identifying opportunities across multiple projects and locations.
5. Own the Opportunity-to-Order Process
Take full ownership of the commercial sales cycle:
Lead → Qualification → Client Meeting → Requirement → RFQ → Technical Discussion → Estimation → Proposal → Negotiation → PO → Handover
Coordinate with Estimation, Engineering, Procurement, Project Management, Finance, and senior Management to ensure opportunities are commercially viable before committing company resources.
6. Lead Tender & Proposal Strategy
Oversee identification and qualification of tenders, RFQs, EOI opportunities, private enquiries, EPC opportunities, and subcontract opportunities.
Develop a Bid / No-Bid framework to ensure focus on projects with attractive revenue potential, gross margins, payment terms, client quality, execution feasibility, and strategic value.
7. Commercial & Contract Negotiation
Lead commercial negotiations with clients, evaluating and negotiating:
- Project pricing and scope
- Payment terms, advance, retention
- LD clauses, warranty, escalation
- Variation orders, completion terms
- Commercial risks
Work closely with management before final commercial commitments.
8. Build the Business Development Team
A critical responsibility of this role:
- Hiring BD Executives
- Defining territories/markets
- Setting individual targets
- Creating sales processes and CRM discipline
- Training and monitoring team performance
- Conducting weekly pipeline reviews
- Developing incentive structures
- Building sales reporting systems
9. Create a Sales Process & CRM System
Establish a structured sales process where every opportunity is tracked through defined stages:
Lead → Qualified Lead → Meeting → Opportunity → RFQ → Quotation → Negotiation → Commercial Closure → PO / LOI → Project Handover
10. Revenue & Order Booking Responsibility
Responsible for achieving annual business development and order-booking targets agreed with management, including:
- Annual sales plan
- Quarterly and monthly targets
- Sector-wise and client-wise targets
- Pipeline requirements (maintained significantly larger than the annual order target to account for conversion losses)
11. Market Intelligence
Continuously monitor upcoming projects, competitors, market pricing, new technologies, EPC opportunities, government infrastructure spending, renewable energy opportunities, industrial expansion, real estate development, data center expansion, and manufacturing investments.
12. Strategic Partnerships
Develop relationships and partnerships with EPC companies, electrical OEMs, solar manufacturers, consultants, architects, developers, main contractors, project management companies, technology providers, and equipment suppliers.
Explore opportunities for JV, consortium, subcontracting, channel partnerships, and strategic alliances.
Career Opportunity
This is a senior leadership opportunity for an individual who wants to build and lead the business development function of a growing EPC organization. The successful candidate will have significant ownership over:
Strategy + Team + Clients + Pipeline + Revenue
With successful performance, the role can evolve into a broader Business Development Director / Sales Director / Chief Business Officer position within the organization.
