Business Development Manager: Position Summary

Business Development Manager
AT&F India was founded in 2010 as wholly owned subsidiary of AT&F, a steel fabricator based in
Cleveland, OH, USA since 1940. AT&F India is rapidly expanding its operations. In addition to
Infrastructure construction project management and execution the company will open an 8500
square meter manufacturing facility in Chakan. This facility will supply major construction
equipment OEM’s with steel components. As part of this expansion we are looking for young,
energetic & experienced Manager who will actively manage the entire business development
activities according to the proven management system of the parent company. AT&F leaders
handle many tasks themselves without the use of assistants. This tradition will be reflected in
AT&F India. This will not be a firm with many layers of decision makers and laborers.
Candidates for the position should fully understand this important fact.
Position Summary:
 Will report to “Vice President” ( Operations & Finance).*
 Will manage & direct all Business Development activities in co-ordination
Management.
Job Description:
 Notify and communicate all new business offerings to existing customers, ensuring they
are aware of all new products and services.
 Developing growth strategies and plans. Managing and retaining relationships with
existing clients and increasing clients base.
 Having an in-depth knowledge of business products and value proposition. Identifying
and mapping business strengths and customer needs.
 Preparation of high quality presentations and proposals for submission to clients in
support of new business pitches and bid opportunities.
 Generate sales enquiries through effective relationship building and gathering
information from new business opportunities. Sending introduction, visiting leads &
understanding customer requirements.
 Communicate the company's value add market proposition; accurately interpreting
client needs; proposing suitable solutions and closing deals.
 RFQ processing: Coordinate for feasibility study, quotation preparation, Price
negotiation.
 Interacting with customer for any technical clarification, drawings, standards etc.
 Sample processing and Trials: Coordinate with Production, quality & supply chain teams
for trials and related documentation to the customer.
 Follow up for PO from customer.
 To meet targeted sales budget in terms of quantity and value and converting the
requirement to match the company’s products offerings.
 Customer Satisfaction: Visit customers regularly and address customer issues timely to
drive customer satisfaction.
 Working & settlement with customer for any rate revision due to increase in Raw
Material, Modification or other changes where the cost impact required.
 Receivable Management: Follow-up with the customers for timely payment collection.
Resolve in case of debit notes.
MIS:-
 Prepare customer MIS and present it Management on monthly basis. Maintain
customer information / database.
 Present visit plan, visit report, business potential, competitor's activities to the
management on regular basis.
 Make Preparation of business case & discussion with Top Management.
 Approval to any commercial for the in house customer.
 Preparation of business plan for the year & discuss with Top Management.
Qualifications:
 BE/B. TECH – Mech. Engg.
 10-12 years experience in Business Development and Sales (Min 5 years from
Fabrication Industry at senior level )
 Age Group – 35- 40 years
 Exposure to ISO – 9000 & ASME code certification.
Personal Attributes:
 Excellent communication, interpersonal and stakeholder management skills.
 Good negotiation skills and able to negotiate at all levels.
 Follow up on all business opportunities. Ensure all key accounts are managed and
nurtured.
 Experience with design and implementation of business development strategy.
 Experience in project management and technical sales are required.
 Work experience in utilizing both direct and consultative selling techniques is preferred.
 Significant manufacturing experience is a must; exposure to metal fabrications across
multiple industries is preferred.
 Demonstrated success at identifying and qualifying opportunities, managing, sales
related activities.
 A fast moving self-starter; able to define own priorities and deliver projects working
autonomously.
 Ability to build trusted working relationships at various levels within a client's
organization.
COMPANY OVERVIEW:
AT&F in its fourth generation of family management. While the values of the organization are
similar to those found in family run firms, the company is sophisticated and professional without
being pretentious.
 AT&F is major producer of components for construction cranes and mining equipment;
structural sections for shipbuilding, nuclear power plant related components, specialty
stainless steel fabrications as well as armor and armor vehicle systems.
 AT&F currently operates multiple facilities in Northeast Ohio with over 600,000 square
feet of manufacturing space and over 200 Team Members. The company also has
operations in Denmark and India.
 US operations are comprised of specialized Business Units (BUs) and Divisions: Heavy
Fabricating, Steel Processing, AT&F Nuclear, AT&F Advanced Metals, & AT&F Marine
 AT&F India was founded in 2010 with the core business being on site-based
infrastructure construction projects of both civil and marine engineering nature serving
the large well-respected Indian firms.
 AT&F India is expanding the operations include component fabrication to serve large
construction equipment manufacturers and others with the advent of its factory
operations in Chakan in the first Quarter of 2015.

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