Business Development Manager - EPC
Rexel
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.
Job Description
Job Description:
We are seeking an experienced Business Development Manager to drive revenue growth from EPC (Engineering, Procurement, and Construction) customers. The role will focus on developing and managing relationships with EPC firms, identifying project opportunities, preparing technical-commercial proposals in collaboration with engineering teams, and leading negotiations to secure turnkey industrial automation, SCADA/DCS, Safety systems, LV/HT electrical panels projects across any sector where EPCs undertake projects — including but not limited to pharmaceuticals, data centers, semiconductor fabs, oil & gas, chemicals, utilities, and heavy industries. A background in handling EPC customers and understanding their procurement and project execution practices will be a significant advantage.
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.
Qualifications
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