Business Devlopment Manager

Corporate \& Channel Partner Business Development

Company

KT Automation Pvt. Ltd.

Location

Vadodara, Gujarat

Business

Safety, Security \& Automation Solutions

Experience

Since 1995 \| 4,800+ Products \& Solutions

Position Objective

We are looking for an energetic and result-oriented Business Development Manager – Corporate \& Channel Partners to develop new business from

• Large \& mid-sized corporates

• Industries \& manufacturing units

• Builders \& developers

• Educational institutions

• Hotels \& resorts

• Infrastructure projects

• Government / PSU opportunities

• System integrators, dealers, distributors and other channel partners

The candidate will be responsible for creating new customers, developing existing accounts and building a productive channel-partner network across India.

The key objective is to convert KT Automation’s extensive range of Safety, Security \& Automation products and solutions into recurring business opportunities.

Key Responsibilities

A. Corporate Business Development

• Identify and develop new corporate accounts.

Meet decision-makers such as

• Purchase Heads

• Administration Heads

• Facility Heads

• Security Heads

• EHS / Safety Heads

• IT Heads

• Project Heads

• Engineering Heads

• Understand customer requirements and recommend suitable solutions.

• Present multiple solutions rather than selling only individual products.

• Arrange product demonstrations, presentations and technical meetings.

• Develop multi-location corporate opportunities.

• Generate enquiries, quotations, negotiations and purchase orders.

• Develop long-term relationships with corporate customers.

• Identify opportunities for AMC/CAMC, upgrades, replacements and additional solutions.

• Maintain regular follow-up until order closure and payment realization.

Channel Partner Development

The candidate will be responsible for developing and activating

• Dealers

• Distributors

• System Integrators

• Security agencies

• Electrical contractors

• CCTV dealers

• Automation companies

• Safety product dealers

• IT/networking companies

• Facility management companies

• Project consultants

Channel Partner Activities

• Identify potential partners city-wise and segment-wise.

• Approach and onboard new channel partners.

• Explain KT Automation’s product range and commercial benefits.

• Provide product catalogues, price lists and sales material.

• Conduct online/offline product training.

• Generate enquiries through partners.

• Support partners in preparing quotations and technical proposals.

• Help partners close their first order quickly.

• Develop repeat business from active partners.

• Track inactive partners and reactivate them.

• Develop exclusive/local market opportunities wherever appropriate.

• Build a strong pipeline of channel-generated business.

• “One Customer – Multiple Solutions” Approach

The BDM should not work only as a product salesperson.

The candidate must identify multiple requirements of the same customer and introduce relevant solutions.

For example

Corporate customer →

CCTV + Access Control + Attendance + Visitor Management + Boom Barrier + Flap Barrier + Metal Detector + Panic Button + LED Display + PA System + Safety Products + PPE + Traffic Safety + Digital Key Management + Automation + AMC/CAMC

The objective is to increase

Customer Value × Number of Solutions × Repeat Business

Lead Generation

The candidate will be responsible for generating business independently through

• Cold calling

• Corporate visits

• Channel partner references

• LinkedIn

• Email campaigns

• WhatsApp business communication

• Existing customer references

• Exhibitions

• Seminars

• Vendor registration

• Tender opportunities

• Online enquiries

• Industry databases

• Consultants and architects

• Project tracking

• Cross-selling to existing customers

Corporate Account Development

For every major corporate account, the candidate should create an Account Development Plan covering

Customer → Locations → Departments → Decision Makers → Existing Products → Potential Products → Current Projects → Future Projects → AMC → Replacement Opportunities

The objective is to convert a single customer into a long-term multi-solution account.

Channel Partner Performance Management

The BDM should maintain a monthly channel-partner dashboard

\|Parameter \|Target \|

\|----------------------------\|--------------\|

\|New partners contacted \|Monthly target\|

\|New partners onboarded \|Monthly target\|

\|Partners activated \|Monthly target\|

\|Enquiries generated \|Monthly target\|

\|Quotations generated \|Monthly target\|

\|Orders received \|Monthly target\|

\|Sales value \|Monthly target\|

\|Repeat orders \|Monthly target\|

\|Dormant partners reactivated\|Monthly target\|

Partners should be classified as

A – Active \& High Potential

B – Active \& Developing

C – Low Activity

D – Dormant / To Be Reactivated

Sales Pipeline Management

The BDM must maintain a continuously updated pipeline

Lead → Contacted → Meeting → Requirement → Presentation/Demo → Enquiry → Quotation → Negotiation → PO → Dispatch → Payment → Repeat Business

Every opportunity should have

• Customer name

• Contact person

• Requirement

• Estimated value

• Probability

• Expected order date

• Competitor

• Next action

• Responsible person

• Status

Cross-Selling \& Upselling

A major responsibility will be to increase business from existing customers and channel partners.

Examples

Existing CCTV customer → Access Control + Attendance + Visitor Management + Perimeter Security

Existing Builder → Boom Barrier + Access Control + CCTV + Intercom + Parking + Digital Signage + Safety + Automation

Existing Industrial Customer → PPE + Safety + Security + Traffic Management + Surveillance + Access + Automation + AMC

Coordination With Internal Teams

The BDM will coordinate with

• S