Business Development Manager - EPC

Company Description

Rexel in India, is a fully owned INR 850 cr + subsidiary of Rexel Global, having presence in the country with 16 branches and 16 stock points, from where we are serving customers on a Pan Inda level. We offer a wide variety of products across various categories covering length and breadth of the Industrial Automation, Lighting requirements, Panels and Supply Chain Consolidation (C-Class Direct and Indirect material purchases) for plants and offices. We are a one stop source for your business needs ranging from Stationery, office supplies to Industrial Automation.

Responsibilities

• Identify, target and develop strategic relationships with EPC contractors, consultants and principal clients across sectors where EPCs execute projects.
• Source and qualify new project opportunities (greenfield, brownfield, retrofit, upgrade) across EPC-led projects.
• Lead pre-sales activities: gather client requirements, coordinate technical scoping with engineering, prepare value-based commercial proposals and tender responses.
• Develop and present solution-focused proposals and presentations that articulate Rexel’s end-to-end capabilities (concept, control system design, FAT/SAT, installation, commissioning, lifecycle support).
• Negotiate commercial terms, contracts and scope of work with EPC partners and clients in coordination with legal and finance teams.
• Maintain accurate opportunity pipeline and sales forecasts using CRM; drive timely follow-up and closure.
• Work closely with project management and engineering to ensure smooth handover from sales to delivery and to manage client expectations.
• Participate in bid reviews, risk assessments and post-bid debriefs to improve win-rates.
• Monitor market trends, competitor activity and EPC procurement practices; feed market intelligence into product/service development.
• Represent Rexel at industry events, trade shows, supplier/vendor meetings and client site visits.
• Achieve quarterly and annual sales targets and KPIs.

qualification & Experience

• Bachelor’s degree in Engineering, Business, or a related field. MBA or advanced degree preferred.
• 10+ years of proven business development / sales experience selling to EPC contractors, ideally in industrial automation, process control, electrical & instrumentation, or related engineering services.
• Demonstrated experience handling EPC customers and familiarity with EPC procurement cycles, contracts and project execution practices is a strong advantage.
• Deep understanding of EPC project lifecycle, procurement cycles and commercial models (EPC, EPCM, LSTK).
• Experience with SCADA, DCS, PLC, safety instrumented systems, and turnkey automation project sales is highly desirable.
• Existing network and relationships with EPCs and principal clients across multiple sectors is a plus.
• Strong commercial acumen, proposal writing and negotiation skills.
• Excellent communication, presentation and stakeholder management skills.
• Comfortable working cross-functionally with engineering, project management, procurement, legal and finance.
• Willingness to travel to client sites and industry events as required.

Key Competencies

• Strategic account management
• Consultative / solution selling
• Technical understanding of automation systems
• Contract negotiation and commercial structuring
• CRM proficiency (e.g., DCRM, Salesforce, HubSpot) and pipeline management
• Results-driven with strong problem-solving skills
• Team player with high ethical standards