Director Business Development

Role & responsibilities

About the Role

We are looking for an experienced Head of Enterprise BD Accounts who can identify, open, develop, and scale large enterprise customers.

This is a One-to-Ten Scale sales role. You will identify companies where cold-chain operations are creating operational inefficiencies, excessive capex, high energy costs, or service challenges, engage the relevant business and P&L owners, develop a compelling business case, win the initial pilot, and convert successful pilots into large, multi-city deployments.

The target is to build enterprise accounts capable of reaching Rs 50 Cr+ annual run rate within 24 months of the first pilot.

This role will work closely with the CEO, and will own the customer journey from initial prospecting through commercial closure and large-scale implementation.

Key Responsibilities

1. Enterprise Account Development

• Identify and target large enterprises with significant cold-chain requirements.
• Build a strategic target-account pipeline across sectors such as quick commerce, pharma, food, dairy, meat, modern retail, logistics, and cold-chain operations.
• Develop account maps covering business heads, P&L owners, operations, supply chain, procurement, finance, and other key stakeholders.
• Establish relationships with CXOs and senior business decision-makers.

2. New Business Acquisition

• Independently open large enterprise accounts from zero.
• Generate opportunities through direct prospecting, industry networks, market intelligence, and relationship building.
• Lead the complete enterprise sales cycle from discovery to commercial closure.
• Convert initial conversations into structured pilots and long-term commercial engagements.

3. Business Case & Solution Selling.

• Understand the customer's existing cold-chain infrastructure, operating model, cost structure, and pain points.
• Demonstrate how Tan90's solutions can improve operational efficiency, reduce costs, improve asset utilization, and enable scalable cold-chain operations.
• Work with R&D and Operations and other teams to develop technically and commercially viable solutions.

4. Pilot to Scale

• Own the transition from initial pilot to commercial rollout.
• Define pilot objectives, success metrics, timelines, commercials, and performance parameters.
• Ensure pilots are evaluated using measurable operational and financial data.
• Convert successful pilots into annual contracts and multi-city deployments.
• Develop account expansion strategies to grow the relationship over 24 months.

5. Commercial & Contract Negotiation

• Lead commercial discussions with customers, including pricing, contracts, SLAs, performance commitments, and payment terms.
• Negotiate agreements that balance customer requirements with Tan90's commercial objectives.
• Manage complex enterprise contracts and performance-linked commercial structures.

6. Strategic Account Ownership

• Own the account relationship from acquisition through scale-up.
• Build multi-level relationships within strategic accounts to ensure long-term retention and expansion.
• Identify opportunities for cross-selling, upselling, and geographical expansion.
• Develop annual account plans and revenue forecasts for strategic customers.

Must-Have Capabilities

• Strong CXO-level communication and relationship-building skills.
• Ability to navigate complex enterprise organizations.
• Ability to identify and access the true business decision-maker.
• Strong negotiation and contract-management capabilities.
• High level of ownership and accountability.
• Strong analytical and data-driven decision-making approach.

Preferred candidate profile