What are the responsibilities and job description for the Business Development & Sales Manager - Data Center Segment position at Kirloskar Americas Corporation?
Core Roles & Responsibilities
1. The "Business Development" Side (The Setup)
- Target Mapping: Identify and engage key stakeholders, including Data Center Developers, MEP (Mechanical, Electrical, Plumbing) Consultants, and General Contractors.
- Vertical Growth: Develop and execute a 3-year "Go-to-Market" strategy for the US Data Center segment, focusing on high-growth hubs like Northern Virginia, Dallas, and Phoenix.
- Competitive Intelligence: Monitor shifts in emission norms (EPA Tier 4f) and competitor technologies to refine Kirloskar’s value proposition.
- Upstream Influence: Engage with MEP Consultants during the design phase to ensure Kirloskar gensets are written into the base specifications.
- Market Intelligence: Identify upcoming data center builds ("white space") in the North American pipeline 12–24 months before groundbreaking.
- Strategic Alliances: Form partnerships with complementary infrastructure providers (UPS, Switchgear, or Rack manufacturers) for joint-selling opportunities.
2. The "Sales" Side (The Close)
- Lead Conversion: Take qualified leads from marketing or your own prospecting and move them through the "Sales Funnel" (Discovery → Proposal → Negotiation → Closing).
- Revenue Accountability: Own a specific AOP (Annual Target in equipment sales and service contracts).
- Commercial Negotiation: Lead the negotiation of Master Sales & Service Agreements (MSAs) and complex equipment purchase contracts, balancing profit margins with market share.
- CRM Discipline: Maintain 100% accuracy in Salesforce, providing weekly forecasts to the Executive Team on "Probability of Win" and "Estimated Close Date."
- Consultative Approach: Work with engineering teams to provide end-to-end power management and cooling solutions tailored to specific Tier-rating requirements.
Proposal Leadership: Lead the response for complex RFQs/RFPs, ensuring technical specifications (TVD, block loading, fuel efficiency) align with client needs.
3. Relationship & Account Management
- C-Suite Engagement: Build long-term partnerships with CTOs and Facilities Directors to secure Kirloskar as a "preferred supplier" for multi-site rollouts.
- Channel Collaboration: Coordinate with the regional dealer network to ensure seamless after-sales support and "Annuity Business" through Maintenance Contracts.