Senior Manager, Business Development

Senior Manager, Business Development

The Senior Business Development Manager will lead the business growth for industrial gases and manage a high-performing BD team. You will be responsible for strategic account development and full commercial lifecycle for high-value CAPEX projects including on-site generation plants, Industrial gas/Chemicals projects, pipeline supply and turnkey EPC solutions. This role requires a leader who combines technical depth, commercial acumen and people management to deliver safe, profitable and sustainable gas solutions while building long-term partnerships with key customers, EPCs and stakeholders.

Duties & Responsibilities

Lead & Develop BD Team- Manage, coach, and develop a team of BD Executives/Managers. Set targets, conduct performance reviews and build team capability in technical selling and negotiation.

Market & Account Strategy- Define and execute the BD strategy. Allocate accounts and opportunities across the team to maximize coverage and win rate.

Project Origination- Personally lead pursuit of strategic, high-value opportunities. Oversee team in identifying, qualifying, and securing new projects: on-site generation, pipeline supply, bulk/packaged/specialty gases and turnkey EPC solutions.

Stakeholder Engagement- Build and maintain C-level relationships with key accounts, EPC contractors, consultants and government agencies. Represent the company at senior client and industry forums.

Pipeline & Forecasting- Own the regional project pipeline. Review team pipeline weekly, prioritize opportunities, and present accurate forecasts and bid strategy to Senior Leadership.

Solution Leadership- Guide the team and Engineering to develop customized, competitive techno-commercial solutions on plant sizing, supply mode, safety, and sustainability.

Bid Governance- Formulate bid strategy, pricing, and risk position for all major tenders. Ensure timely submission of high-quality proposals by coordinating cross-functional teams.

Commercial Structuring- Lead negotiation and deal structuring for project economics, investment models and ROI.

Process & Tools- Drive continuous improvement of bid and contract processes. Maintain the bid library, templates and CRM. Analyse team win/loss data to refine strategy.

Lead Negotiator- Be the lead negotiator for long-term gas supply agreements and EPC/turnkey contracts.

Contract Governance- Oversee drafting, review, and administration of client, vendor, NDA, and partnership agreements. Work with Legal to mitigate contractual and project risks. · Post-Award Stewardship- Support Project Managers on contract interpretation, change orders, and claims. Ensure commercial objectives are protected during execution. · Cross-Functional Alignment- Partner with Operations, Engineering, Finance and Legal to ensure all deals align with company objectives on safety, profitability and sustainability.

Requirements

Bachelor’s degree / Diploma in Mechanical, Electrical, Mechatronic Engineering, or equivalent.

8+ years for AVP / 5+ years for Manager in engineering management, with proven track record in industrial gas, specialty gases, or related process industries.

Proven experience leading regional/multi-country projects and cross-functional teams.

Strong strategic planning and commercial acumen to balance technical decisions with business impact.

Deep technical expertise in specialty gas systems, industrial gas components, and engineering processes.

Good communication and leadership skills. Comfortable presenting to clients and stakeholders.

Experience managing relationships with international suppliers and regional distributors.

Willingness to travel regionally for project coordination, client support, and business development.