Job Description

Brand:

Electo

Company:

Katyaayani Sales & Services Pvt. Ltd.

Location:

Noida (HQ) -- Pan-India travel as required

Department:

Sales & Business Development

Reporting To:

Business Head / Director (Sales & Strategy)

Role Type:

Full-time, Field + Office (Hybrid)

1) Role Purpose

Own new B2B customer acquisition and strategic account opening for Electo's product lines (Thermal Pastes & TIMs, Fluxes, RTV Silicone Sealants, Potting Compounds, Adhesives). Build qualified pipeline, convert pilots to POs, and scale multi-plant deployments across electronics and allied manufacturing segments (LED, Solar PV, Consumer Electronics, EV/Auto, Cameras & Imaging, Home Appliances, Industrial Equipment, Railways/Defence as per approvals).

2) Key Outcomes (OKRs)

Qualified Pipeline:

Build and maintain a ?X crore qualified pipeline (3-4x quarterly target) across named priority segments.

New Accounts Opened:

Win

X

new logos per quarter with at least Ymulti-plant or multi-SKU adoptions.

Trials ? Conversions:

?

60%

of technical trials converted to commercial orders within agreed timelines.

Realisation & Margins:

Maintain approved price-margin bands; drive advance/secure payment terms.

CRM Hygiene:

100% activity logging; forecast accuracy ?

80%

.
(X and Y to be set by management based on territory potential.)

3) Responsibilities & DeliverablesA. Market Development & Prospecting

Map ICPs (OEMs/ODMs/EMS/Contract Manufacturers) by segment, capacity, and current materials. Run ABM-style outreach--LinkedIn, email, events, associations, and channel partners. Create weekly target lists; secure discovery calls, plant visits, and technical evaluations.
B. Solution Selling & Technical Trials

Diagnose customer processes (e.g., reflow, wave, stringer/tabber lines, die attach, thermal management). Align requirements: TC values, viscosity, acid number/solids, reliability/ROHS/REACH, packaging (5 ml-250 kg). Coordinate with R&D/QC for samples, CoAs, TDS, MSDS, and on-line trial support. Define success criteria, trial windows, and post-trial corrective actions to reach 100% confidence.
C. Commercial Closure & Onboarding

Prepare proposals, pricing, and cost-benefit cases; negotiate terms, credit days, and SLAs. Guide vendor registration, NDA, vendor codes, e-procurement, and GeM/OEM empanelments. Secure initial POs, ensure smooth first deliveries, and hand off to KAM for scale-up.
D. Forecasting, Reporting & Compliance

Maintain weekly funnel, conversion stages, and risk flags; present accurate monthly forecasts. Ensure documentation compliance (GST, e-invoicing, statutory, certifications). Record competition intel (price, spec, service) and propose counter-strategies.
E. Cross-Functional Collaboration

Work with Operations for capacity & lead-time commitments. Align with Finance on credit controls and collections plan. Feed Voice-of-Customer to R&D for product roadmap and custom variants.
4) KPIs & Targets (Illustrative)#KPIDefinitionMonthly TargetMeasurement1New Qualified LeadsICP-fit prospects entering Stage 1 (BANT complete)25-40CRM count & lead quality score2Meetings & Plant AuditsOn-site evaluations / deep-dive meetings12-16Calendar + visit reports3Trials InitiatedSample dispatched + approved test plan8-12Trial tracker with success criteria4Trial-to-PO Conversion% trials converting to initial PO?60%Orders vs. trials5New Logos WonFirst PO from new accounts3-5ERP/CRM6Net New RevenueBilling from new accounts?X / monthTally/ERP7Gross Margin %As per price band? ApprovedPricing sheet vs. actual8Forecast AccuracyM-1 forecast vs. actual?80%CRM snapshot vs. billing9DSO on New AccountsDays Sales Outstanding? Company NormFinance report10CRM HygieneActivity logging & stage accuracy100%Weekly audits

(Actual monthly targets to be finalized by territory/city/segment.)

5) Candidate Profile

Experience:

4-10 years in B2B industrial/ electronics consumables, chemicals, adhesives, or materials sales (OEM/EMS focus). Proven new-logo hunting and technical selling.

Education:

Engineering/Science (preferred) or Business with strong technical aptitude; MBA desirable.

Industry Network:

Existing connects in LED, Solar PV, Consumer Electronics, EMS/ODM, Auto/EV, Railways/Defence (where applicable) is a plus.

6) Skills & Competencies

Hunting Mindset:

Prospecting, cold outreach, event networking, channel leverage.

Technical Acumen:

Ability to read TDS/CoA, process specs, and reliability requirements.

Solution Sales:

Value articulation (yield, rework reduction, throughput, thermal performance).

Negotiation & Commercials:

Price-value framing, payment terms, contracting basics.

Data Discipline:

Funnel metrics, forecast rigor, and competition analysis.

Collaboration:

Work with R&D, QC, Operations, Finance; run structured trials.

Communication:

Crisp proposals, executive reviews, and plant-level SOP write-ups.

Tools:

CRM (HubSpot/Salesforce/Zoho), Excel/Sheets, PPT, LinkedIn Sales Navigator, GeM portal.
7) Compensation & Incentives

Competitive fixed pay + performance-linked variable. Quarterly incentives on new-logo wins, trial conversions, and revenue/margin realization. Travel reimbursement as per policy.
8) 30-60-90 Day Plan (Onboarding)

First 30 Days:

Territory mapping, ICP list, competitor benchmark, top-50 target sheet, schedule discovery calls/plant audits; learn product portfolio and trial playbooks.

Day 31-60:

Initiate 8-12 trials; submit 3-5 business cases with projected ROI and scale plan; forecast first 2 months of new revenue.

Day 61-90:

Close 3-5 new logos; convert ?60% ongoing trials; document case studies; hand off 1-2 accounts to KAM for scale-up.

9) Work Conditions

Pan-India travel (30-50% time) with periodic visits to Noida HQ. Field trials may require early/late shifts aligned to customer production schedules.
10) How to Apply

Send your CV to

Electo HR

with subject line:

"Application - New Business Development (B2B) - [City/Territory]"

. Include two short case notes on:

A technical trial you converted to a scalable order (challenge ? action ? result). A competitive displacement you executed (how you won on spec, service, or TCO).
Notes

This JD may be tailored by territory (North/West/South/East) and by strategic segment (LED, Solar PV, Consumer Electronics, Auto/EV, Railways/Defence subject to approvals). All activities to align with Electo's brand promise:

"Electo: Delivering Trust."

Job Types: Full-time, Permanent, Fresher

Pay: ₹25,000.00 - ₹45,000.00 per month

Benefits:

Cell phone reimbursement Leave encashment Provident Fund
Language:

English (Preferred)
Work Location: In person