Crescent Foundry - Business Head

Job Title / Position: Head - Business Development

Experience: 10+ Years

Department / Division: Marketing (International+ Domestic)

Grade / Category: CMO

Location / Plant / Unit: Head-Office, Kolkata

Type of Role: Permanent

Edu Qualification (Min): MBA preferred

Age Band (Max) & Gender: 40-55 Years

Work Experience required: 3 Years+ as CMO or Marketing Head

Profile Stability: At least has lead the Head position and business targets for minimum 3 Years in average. No frequent changes of job.

Preferred Industry / Organization: Manufacturing: Any Industrial Product, OEMs, Forging Companies, Steel Industry, Export Organizations of any above combinations. Avoid Heavy Engg, Commodity, Service Industry & FMCG product

Work Exposure:

- B2B Industrial Product

- Multi-Product Experience;

- Extremely comfortable with International Travels, Flexibility

- Exposure to the business customers /clients of International Markets (like - Europe, UK, USA, Ocean, Middle East, South East and Asian countries)

- Must have visited some countries from the list. Esp a person who has grown from grass-root handling Europe-American Customers & International Market.

Personality & Communication:

- Passionate about International Marketing, Has a proven Business Result Track and Excellent Influential and communication skills.

Computer Skills: Well-versed with CRM , Microsoft Excel, PPT and Analytical Skill (preferred)

Preferred Base Location of the Candidate: Connection with Eastern India (Native Place, Education, Work Experience of Min.5 Yrs.); WB; Odissa; Bihar, Jharkhand; North-East like states.

Language Known: English & Hindi

Job Purpose / Statement:

- To achieve the Company's Vision and presence in both international & domestic markets and drivin revenue growth by enabling the company to successfully implement the international marketing strategy, brand management, market research, leading international team and project achievements.

Reports to (Functionally / Administratively): The Directors

Team Size to be supervised: 10 Nos.

Job Responsibilities:

Strategy Planning For Market (International & Domestic):

1. Develop and execute the overall global expansion strategy by gauging market potential, providing insights and recommendations based on international market trends and opportunities aligned with the company's overall business objectives. (For e.g. Make decisions on how to navigate and comply with various international regulations, including trade policies, import/export restrictions, our production capacities and industry-specific standards.)

2. Identify key target markets and segments, considering factors such as market size, growth potential, competition, and regulatory environment.

3. Discover and evaluate the possibilities and decide the strategies , policies for M&A: Overseas office/facilities set up and strategic partners to expand market reach.

4. Set pricing strategies for international markets, considering factors like production costs, competition, local purchasing power, and currency exchange rates.

5. Risk Mitigation: risks associated with international market expansion (like -Ensure all activities adhere to legal and regulatory requirements in respective target market, legal contracts are in place, payment trend behaviours of the customer are well known, bad debt and payment issues if any are resolved at the earliest with needful action.)

6. Market Research & Analysis: Know and Monitor global market conditions, industry developments, trends and competitor activities to identify opportunities and threats.

Achieving Business Growth Targets:

1. Take initiatives to drive the business goals, sales targets and maximize the profit margins proactively by new customer creation (50%) and managing the orders with existing customers (Key account management-50%).Achieving full capacity orders for the organization.

2. Identify potential strategic partners, alliances, customer references, mergers or joint ventures in international markets (UK, Michigan, China, Europe, Japan, Germany, Korea, Northen America and similar countries) to enhance market presence and project capabilities.

3. Market presence & Insights: Plan and participate in exhibitions, trade fairs, events, marketing campaigns and research to enhance brand awareness and equity. Engage with external stakeholders, such as international partners, customers, and industry associations, to build relationships and gather market insights.

4. Leading Customer Relationship Management (CRM) through Satisfaction Surveys, testimonials, customer awards, timely product & process updates to the customers, and successful customer audits.

Leading & Managing Marketing Operations:

1. Process Management:

- Lead customer consultation, negotiation and closure meetings, Handover the customers smoothly to the respective teams

- Establishing Marketing Policy & Updating it with time; Streamline the sales process; Establish success SOPs for the process and improve export documentation.

2. Reporting & Updates to the Management:

- Provide regular reports and analysis of the business status, highlighting successes, risk, challenges, and opportunities.

3. Factory Coordination & Collaboration:

- Collaborate for major events with cross-functional teams, including prototype pricing, delivery timelines, managing design changes, major purchase cycle time, product development, and plant operations.

- To further ensure timely customer order deliveries with best quality, logistics, audit management and escalated issues are timely resolved.

4. Performance Measurement and Reporting:

- Establish KPIs and metrics to measure the effectiveness of international marketing efforts of the department.

5. Budgeting, Forecasting & Allocation of Resources:

- Develop and manage the international marketing budget, allocating resources effectively to achieve desired outcomes

- Monitor and analyse the ROI of marketing initiatives to ensure optimal resource allocation.

6. Lead or Future prospect generation

Product Positioning & Pricing:

1. Work with product development teams to adapt products for international markets, ensuring they meet customer specifications, pricing, prototype requirements, legal needs and regulations.

2. Develop pricing strategies that are competitive and profitable in each target market.

3. Decide & provide guidance to sales team to make right pricing decisions considering Production Capacity utilisation and major purchase costs.

4. Ensure 10%+ Profit Margins in the Bottomline: Decide, guide & review team on achieving business sales target from new & existing International customers.(For e.g. for receiving minimum amount order with the existing customers)

Brand Management & Communication:

1. Increasing Organization Presence & Visibility by ensuring consistent branding across all international markets, maintaining brand integrity and messaging.

2. Develop and manage integrated marketing communication plans, including brochures, advertising, public relations, content marketing, and digital marketing to ensure a unified global message while allowing for regional nuances/customizations.

Team Leadership & Development:

1. Build, lead, and mentor a high-performing international marketing team, providing clear direction and support.

2. Foster a culture of result-orientation, collaboration and accountability within the marketing department.

3. Decide on recruitment, training, and development strategies to build a high-performing team.

Key Decisions:

1. Product Pricing Decisions

2. Decideing Maketing Strategy

3. Investments in sales force, exhibitions, CRM Management, marketing campaigns, market research, and other initiatives.

4. Travel Plans for business creation for team

Success Factors (Any special quality, focus area for the position reflected by the best performers in the role):

1. Business and Profit Focus with high commercial acumen

2. Influencing Stake holders

Technical Competencies & Knowledge Requirements:

1. In -Depth Knowledge of International Marketing & Export Business Process : 20%

2. Market research/ Identify potentiality in customer : 10%

3. Commercial Acumen - Conceptual & Analytical Skills: quick with numbers, pricing, profit ratios, currency trends, etc. : 20%

4. Negotiation Skill : 20%

5. Tech Savvy : Use of CRM Softwares and Market Research Handles : 10%

6. Entrepreneurial Mindset : Progressive, Ambitious and Passionate, Sense of Ownership : 20%

7. Tenacity & Thick Skin : Yes

8. Confident, Convincing & Assertive Communication Skills : Good

9. Relationship Building Skill (Liasioning with customers, Factory & Team Members) : Good

10. Leading Marketing & Sales Team (Keeping them motivated & Engaged) : Yes