Larsen & Toubro – MHI Turbine Generators Pvt. Ltd. (LMTG)

Job Description – Business Development & Sales Manager (Steam Turbine)

Location: Hazira, Surat, India

Experience: 10–15 Years

Position: Manager

Department: LMTG

Reporting To: Head – Marketing

Role Purpose:

To support profitable growth, order acquisition, and market expansion for steam turbine products and aftermarket services, with full accountability for commercial outcomes, contractual integrity, and customer engagement across OEM and non-OEM markets.

 The role operates with a strong focus on aftermarket lifecycle solutions, including spares, overhauling, refurbishment, Renovation & Modernization, while ensuring alignment with L&T’s Policy & Objectives.

• Lead identification and conversion of business opportunities across OEM & Non-OEM customers of Central, State utilities and IPPs.
• Build a strong and convertible order pipeline, with clear visibility on revenue realization.
• Collaborate with corporate group to secure the new greenfield/brownfield orders
• Own the end-to-end sales cycle, including opportunity creation, qualification, bid strategy, solution positioning, pricing, and closure.
• Drive techno-commercial negotiations, ensuring competitiveness, profitability, and risk exposure.
• Ensure strict adherence to bid governance, risk identification, internal approvals, and commercial compliance frameworks.
• Lead growth of aftermarket portfolio, including spares, service contracts, overhauling, refurbishment, retrofits, and uprating solutions.
• Develop and manage strategic relationships with Power sector CPSUs, State GENCOs, and IPPs customers.
• Engage with OEM & Non-OEM customers to understand their long-term strategies and investment plans.
• Ensure robust contract structuring, including clear definition of scope, liabilities, payment terms, and risk allocation.
• Proactively manage contractual risks, claims, and dispute resolution, safeguarding organizational interests.
• Align all commercial commitments with execution capabilities and contractual obligations.
• Track policy changes, regulatory developments, competitor strategies, and emerging technologies.
• Translate insights into actionable business strategies and product positioning.
• Strengthen market presence and brand visibility through industry engagement.
• Collaborate closely with Engineering, Manufacturing, Supply Chain, and Service teams to ensure seamless execution.

  Qualifications:

• Bachelor’s Degree in Mechanical / Electrical Engineering (mandatory)
• MBA (preferred but not mandatory)

Experience:

• 10–15 years in business development, sales, after sales & service within power or heavy engineering sector
• Strong exposure to steam turbines, rotating equipment, and utility segment (NTPC, State GENCOs, IPPs)
• Proven track record in bidding, winning techno-commercial contracts and managing strategic accounts

Key Skills & Competencies:

Functional

• Strong techno-commercial acumen and negotiation capability
• Deep understanding of contract structuring, risk allocation, and commercial frameworks
• Thermal Power sector & turbine domain exposure
• Expertise in techno-commercial bid preparation and pricing strategies.
• In depth knowledge on Commercial terms and conditions, & taxation guidelines are prerequisite.

 Behavioural:

• Customer-centric approach with strong stakeholder influence
• High level of analytical, decision-making, and problem-solving capability
• Strategic thinker with market-oriented approach
• Ability to work under pressure with tight deadlines
• Excellent written & verbal communication, presentation & negotiation skills are prerequisites.
• Strong analytical, negotiation, and decision-making abilities.
• Effective communication and stakeholder management skills.