Specialist, Business Development
- Compensation
- Not disclosed
- Location
- Chennai, in
- Work setup
- Hybrid
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- Not specified
- Category
- Sales
- Posted
Skills
Must have
- Strong technical knowledge of EOT cranes and material handling equipment
- Proven experience in B2B lead generation, prospecting, and pipeline building
- Solid understanding of lead management processes and CRM systems (preferably Siebel)
- Ability to qualify leads based on technical feasibility and commercial potential
- Good awareness of market trends, industry segments, and application areas
- Strong communication, presentation, and stakeholder management skills
- Techno-commercial aptitude with the ability to understand customer requirements and applications
- Knowledge of customer buying behavior, procurement processes, and key decision-makers
- Familiarity with ISO standards: 9001, 14001, and 45001
- Strong networking and relationship-building capabilities across industries
- Analytical mindset with ability to interpret market data, reports, and lead metrics
- Proactive and self-driven approach with high ownership and accountability
- Ability to coordinate cross-functionally with Sales, Marketing, and Service teams
- Experience in handling digital lead generation tools and online databases
- Basic understanding of tendering processes and project-based sales cycles
- Proficiency in MS Office tools (Excel, PowerPoint) for reporting and presentations
- Willingness to travel for customer meetings, exhibitions, and field activities
Full description
Role OverviewJoin us to drive business growth and unlock new market opportunities in the material handling industry.
We are looking for a dynamic and results-driven Business Development Specialist who will play a key role in strengthening our sales pipeline through proactive lead generation and market development initiatives. The role involves identifying new business opportunities, exploring untapped markets, and driving early-stage customer engagement across key industry segments.
The incumbent will be responsible for qualifying opportunities, ensuring structured lead management through the Siebel CRM system, and enabling seamless handover to the sales team for conversion. This position requires a strong blend of technical understanding, market insight, and customer-centric thinking.
You will work closely with Sales and Marketing teams to expand geographic reach, enhance brand presence, and support strategic growth initiatives. The role offers high visibility and an opportunity to directly contribute to business expansion and revenue generation.
Key Responsibilities
- Generate qualified leads using platforms such as Timetric, Projects Today, Tender Tiger, etc.
- Conduct detailed market research, identify key decision-makers, and build early-stage engagement across multiple channels
- Develop, maintain, and continuously update a strong database of prospects within the assigned territory
- Qualify leads based on technical feasibility, customer requirements, and business potential before handing over to sales
- Record, track, and manage all leads in Siebel CRM, ensuring data accuracy and timely reporting
- Ensure proper lead allocation and follow-up with sales engineers to track conversion status
- Identify new business opportunities, untapped markets, and emerging industry segments
- Support sales teams in expanding geographic reach and strengthening presence in SMA markets
- Collaborate closely with the Marketing team for campaigns, exhibitions, trade fairs, and digital lead generation activities
- Organize customer engagement initiatives such as cluster meets, technical seminars, and product presentations
- Prepare periodic reports on lead generation, conversion ratios, and pipeline health
- Build and nurture long-term relationships with potential customers and industry stakeholders
- Identify and develop service opportunities within existing and competitor installed base.
- Work closely with service operations, modernization, and parts teams for opportunity conversion.
Key Performance Indicators (KPIs)
- Number of qualified leads generated per month
- Lead-to-opportunity conversion ratio
- CRM data quality and reporting accuracy