Head of Business Development

Head of Business Development

Company: Nihon Sharyou Senjouki India Pvt. Ltd.
Location: Gurugram / Delhi NCR
Employment Type: Full-Time
Experience: 1018 Years
CTC: 25–40 LPA + Performance-Linked Incentive
Industry: Railway / Metro / Capital Equipment / Industrial Machinery / Engineering Systems / Infrastructure

About Us

Nihon Sharyou Senjouki India Pvt. Ltd. is the Indian subsidiary of a Japanese engineering company specializing in professional washing, cleaning, maintenance-support and related engineering systems for railway vehicles, buses, transportation and industrial applications.

We are expanding our business in India across railway, metro, transportation, infrastructure and industrial sectors.

As part of our next stage of growth, we are looking for an experienced and highly driven Head of Business Development who can create new business opportunities, develop new customers and markets, and contribute to building a strong and professional organization in India.

The Role

This is a senior, hands-on business development and leadership position.

We are not looking for someone who only manages existing customers, follows established projects or depends on inherited business relationships.

We are looking for a leader who can create business from zero.

The successful candidate will be expected to identify new markets and opportunities, independently approach customers, develop relationships with key decision-makers, understand technical requirements, coordinate with engineering teams in India and Japan, and convert opportunities into sustainable business.

At the same time, the Head of Business Development will be expected to demonstrate strong leadership, professional discipline and ownership, and to act as a role model for younger members of the organization.

Key Responsibilities

1. New Business Development
   Identify and develop new customers, markets and projects across India.
   Create new business opportunities from zero.
   Build and manage a strong and sustainable sales pipeline.
   Identify projects, tenders, modernization programs and capital-investment opportunities at an early stage.
   Develop business with railway, metro, transportation, infrastructure, EPC, industrial and government-sector customers.
   Convert market intelligence into concrete business opportunities.
   Identify new applications for JCW technologies and products in the Indian market.
2. Railway & Infrastructure Business Development
   Develop relationships with Indian Railways, Metro organizations, PSUs, EPC contractors, consultants, OEMs and other major stakeholders.
   Identify upcoming railway, metro, depot, workshop and maintenance-related opportunities.
   Develop relationships with decision-makers across technical, procurement, project and management functions.
   Monitor relevant tenders and major infrastructure projects.

Railway experience is strongly preferred but is not mandatory for candidates with an exceptional track record in B2B technical business development.

3. Technical & Project Sales
   Understand customer requirements and identify appropriate technical solutions.
   Coordinate closely with engineering teams in India and Japan.
   Participate in technical and commercial discussions with customers, consultants, EPC contractors and other stakeholders.
   Coordinate preparation of technical and commercial proposals.
   Lead techno-commercial negotiations.
   Manage opportunities from initial contact through proposal, negotiation and order acquisition.
4. Market & Strategic Development
   Analyze Indian market trends, customer investment plans and competitor activities.
   Identify new industries and market segments for JCW products and technologies.
   Develop market-entry and business-development strategies.
   Provide management with structured market intelligence and recommendations.
   Maintain accurate sales forecasts and pipeline reporting.
   Develop short-, medium- and long-term business-development plans for India.
5. Leadership & Organization Building

The Head of Business Development will be responsible not only for personal business results but also for contributing to the development of the organization.

The successful candidate will be expected to:

Act as a professional role model for younger employees.
Maintain high standards of discipline, responsibility and accountability.
Guide and develop junior sales and business-development staff.
Establish clear standards for sales activities, customer management and reporting.
Identify problems proactively and take corrective action without waiting for detailed instructions.
Build a strong performance-oriented culture within the organization.
Work closely with Japanese management while developing an Indian organization capable of operating with increasing independence and responsibility.
Essential Requirements
10–18 years of B2B technical sales and/or business-development experience.
Proven and verifiable track record of personally developing new customers and creating new business opportunities from zero.
Experience in capital equipment, industrial machinery, engineering systems, transportation, infrastructure, EPC or similar project-based technical business.
Strong experience in techno-commercial discussions and negotiations.
Ability to communicate effectively with technical, procurement and senior management stakeholders.
Experience in developing significant B2B projects from initial opportunity through order acquisition.
Strong English communication, negotiation and presentation skills.
Strong ownership and ability to work independently.
Leadership capability and experience in guiding or managing team members.
Willingness to travel extensively across India.
Preferred Experience

Experience in one or more of the following areas will be strongly preferred:

Indian Railways
Metro Rail
Rolling Stock
Railway Depot / Workshop Equipment
Railway Maintenance Equipment
Capital Equipment
Special Purpose Machinery
Industrial Automation
Water & Wastewater Treatment
Transportation Equipment
Heavy Engineering
EPC / Infrastructure Projects
Government / PSU Business

Experience working with Japanese or other international engineering companies will be an advantage.

The Person We Are Looking For
Business Builder

You have demonstrated that you can create customers, projects and revenue from zero rather than simply manage inherited business.

Hunter Mentality

You actively search for new markets, customers and opportunities.

Ownership

You identify what needs to be done and take action without waiting for detailed instructions.

Leadership

You understand that a senior manager is responsible not only for personal results but also for developing people, establishing standards and strengthening the organization.

Technical Understanding

You can understand engineering products and customer requirements sufficiently to coordinate solutions with technical teams.

Discipline

You take deadlines, commitments, reporting, accuracy and professional standards seriously.

Long-Term Perspective

You are interested in building a sustainable business and organization in India, not simply achieving short-term sales numbers.

How Success Will Be Measured

Performance will be evaluated based on:

New customers developed
New qualified opportunities created
Value and quality of the sales pipeline
Orders secured
New markets and applications developed
Development of strategic customer relationships
Accuracy and quality of sales forecasting and reporting
Development of junior team members
Contribution to building the future organization of Nihon Sharyou Senjouki India Pvt. Ltd.
Compensation

25–40 LPA + Performance-Linked Incentive

Final compensation will be determined based on experience, demonstrated business-development results, technical-sales capability and leadership potential.

Exceptional candidates with a strong and verifiable record of creating major new business opportunities will be considered accordingly.

Application

Please submit your updated CV.

Shortlisted candidates should be prepared to discuss the following in detail:

The largest new business opportunity you personally developed from zero, including the approximate order value.
Three new customers you personally developed rather than inherited from another salesperson or organization.
Your sales targets and actual achievements for each of the last three years.
Major technical, infrastructure or capital-equipment projects you personally developed and won.
Your experience with Indian Railways, Metro, EPC, PSU, government or major industrial customers.
The number of team members you have directly managed or developed.
Current CTC and expected CTC.
Notice period.
Current location and willingness to travel extensively across India.