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Business Development Manager

Business Development Manager

Job Title       Business Development Manager - Process Safety
Location       Metro cities, Mumbai preferred
Reporting to Head of Sales, India
Employment Full time / Permanent

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Primary Job Purpose

Responsible for driving British Safety Council’s commercial success and market presence for its Process Safety Management (PSM) services, which include Audits, Consultancy, and Training offerings.

This is a hunter role focused on acquiring new clients across process-intensive industries like Chemicals, Petrochemicals, Oil & Gas, Refineries, and Specialty Manufacturing. Over time, the incumbent is expected to build and manage a strong portfolio of key accounts, while continuing to pursue new business.

The role requires a deep understanding of the PSM domain, industrial hazards, and regulatory frameworks, with the ability to engage at both operational and CXO levels.

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Brief Description of Tasks

Commercial / Sales Performance

  • Achieve sales and revenue targets for PSM-related services across audits, consulting projects, and training programs.
  • Maintain a healthy pipeline valued at ₹4–6 Cr+ for the PSM vertical.
  • Execute structured sales development plans by product, geography, and industry segment.
  • Grow share of wallet in key sectors by developing strategic growth plans.

Lead Generation & Client Acquisition

  • Identify, approach, and acquire new clients through industry mapping, direct outreach, and networking.
  • Focus on industries such as Chemicals, Petrochemicals, Fertilizers, Oil & Gas, etc.
  • Engage HSE Heads/ PSM Heads, Plant Heads, Technical Directors, and CXOs to position PSM solutions.
  • Leverage domain knowledge to sell risk-based, high-impact solutions in compliance-heavy industries.
  • Identify, qualify, and win large strategic PSM projects, including RFPs and tenders.

Strategic Relationship Management

  • Build a trusted network within the process safety ecosystem—consultants, decision-makers, influencers.
  • Penetrate accounts currently using competitor PSM services and grow BSC’s presence.
  • Develop and manage key accounts across regions, with long-term relationship-building focus.
  • Collaborate internally with service delivery, product, and technical consultants for smooth execution.

Sales Process & CRM Management

  • Lead disciplined sales processes from lead generation to closure using Salesforce CRM.
  • Maintain high-quality forecasting and pipeline reporting with accuracy.
  • Represent British Safety Council with domain credibility and technical professionalism.
  • Follow best practices in pipeline hygiene, sales cadence, and market documentation.

Domain Knowledge & Capability Building

  • Continuously upskill on Process Safety principles, Indian and global regulations (like OSHA 1910.119), and emerging risks.
  • Stay updated on BSC’s evolving PSM offerings and competitive positioning.
  • Attend technical trainings, conferences, and webinars to enhance consultative credibility.
  • Translate technical knowledge into clear business value for client stakeholders.

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Health & Safety

Understand and carry out your health and safety responsibilities per company standards. Regularly discuss your competence and development needs with your manager.

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Person Specification

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Skills & Qualifications

  • Engineering graduate (preferably in Chemical / Mechanical / Industrial Safety)
  • MBA/PGDM preferred but not mandatory
  • Qualification(s) related to Health & Safety or Management systems and Education
  • Excellent technical communication and consultative selling ability
  • Strong negotiation, stakeholder management, and presentation skills
  • Strong organisational and time management skills
  • Ability to engage across hierarchy—from plant to boardroom

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Experience

  • Minimum 8 years in technical solution sales, with at least 4 years in process-intensive industries
  • Proven track record of selling, compliance, engineering, or consulting solutions
  • Experience working with clients in Chemicals, Petrochemicals, Oil & Gas, Refineries, Fertilizers, etc.
  • Exposure to Process Safety frameworks, standards, and client pain points
  • Experience in strategic client acquisition and managing enterprise-level accounts

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Behavioural Competence

  • Credible, professional, and technically sound
  • Strategic thinker with strong business and industry understanding
  • Target-driven with ownership mindset
  • Collaborative and aligned with BSC’s values and behavioural framework

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