Business Development Manager: Rail

Sika is a specialty chemicals company with a leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protecting in the building sector and manufacturing industry. Sika has subsidiaries in 103 countries around the world and manufactures in over 400 factories. Its more than 33,000 employees generated annual sales of CHF 11.2 billion in 2023.

Title                 :     Business Development Manager - Rail

Department:       Automotive & Industry

Location           :    TBD

Reports To       :    CGM- Transportation and Marine

Company Profile

Sika is a specialty chemicals company with a leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protecting in the building sector and manufacturing industry. Sika has subsidiaries in 103 countries around the world and manufactures in over 400 factories. Its more than 33,000 employees generated annual sales of CHF 11.2 billion in 2023.

Broad Function and Purpose of Position:

The Business Development Manager for Institutional Indian Rail business in India is tasked with maximizing revenue, material margin, and market share. He/ she must deeply understand customer needs, products, and applications to devise effective sales strategies, identify new opportunities, forge strategic partnerships, and drive sales growth. The primary focus is on developing new business while also managing existing accounts, offering technical and commercial support to drive sales growth. Key objectives include building relations with potential direct customers and channel partners and develop Sika’s solutions in railways.

               Key Responsibilities:           

• • Develop and implement a comprehensive business growth plan for Institutional Indian Railways.
  • Responsible for yearly Indian railways revenue targets and increase business penetration with new customer and product addition.
  • Identify new market opportunities with existing key railways production units and zonal railway workshops, develop new channel partners, ancillaries and develop potential business partnerships through research at all areas.
  • Proactively seek information about customers business, application challenges, production bottlenecks and provide solution in consultation with CGM & Technical Service
• • Monitor market trends, competitors, and consumer preferences for improvement & innovation.
  • Negotiate favourable commercial agreements and facilitate participation in railway tenders in collaboration with the Customer Group Manager.
  • Validate recommended Sika solutions through customer trials and tests.
  • Organize technical days at regular intervals at all railway production unit and workshops.
  • Address complaints promptly and devise sustainable improvement plans.
  • Establishing periodic forecast and provide forecast to supply chain to manage inventory and meet customers delivery schedules.
  • Ensure timely collection of receivables from customers.
  • Conduct customer events to update key accounts on global innovations and best practices.
  • Analyse sales data to evaluate business development effectiveness and suggest improvements.
  • Present regular reports on business development activities to reporting manager.
  • Contribute to team objectives as required.

Key Skills Required

• • Experience in Sales, Business Development, Key Account Management roles with min. 10 years in related industry.
  • In-depth familiarity with Polymers, Coatings, Elastomers industry knowledge is preferred.
  • Strong understanding of the Indian rail market dynamics, consumer behavior, and competitive landscape
  • Excellent negotiation, communication, liaising and interpersonal skills.
  • Demonstrated self-starter and ability to work independently or within a team.
  • Demonstrated ability to build and leverage networks.
  • Ability to work effectively in a fast-paced environment and manage multiple projects simultaneously.
  • Strategic thinker with a proactive and results-oriented approach.

Qualifications/Experience:

• • Qualifications preferred - Masters or Bachelor of Engineering in Polymers, Chemical Eng, Mechanical Eng. master’s in business administration will be preferred.

Knowledge/ Experience Skills:

Minimum 10 years’ experience in Sales, Business Development and Key Account Management, especially in Indian Govt Railways.

Competencies:

Functional

KEY INTERFACES - Internal:

• Customer Group Manager - Reporting, business monitoring

• Technical Services
• Supply Chain Manager – Demand Planning to ensure control of inventory

KEY INTERFACES - External:

• Customers - Value adding, contracting, implementing strategy management, day to day customer support, marketing & sales actions, relationship building, business management. AR control.

Behavioral

1. Customer centric approach
2. Resilient
3. Proactiveness & Problem solving.
4. Result Orientation
5. Good inter personnel skills with written and verbal English communication.
6. Enthusiastic & Energetic

Qualifications/Experience:

• • Qualifications preferred - Masters or Bachelor of Engineering in Polymers, Chemical Eng, Mechanical Eng. master’s in business administration will be preferred.