Business Development Manager

The Business Development Manager – After Market Support plays a crucial role in driving and sustaining aftermarket service revenue within the industrial automation sector. This position focuses on selling support contracts, maintenance services, upgrades, retrofits, and spare parts to customers with existing automation systems. The primary goal is to establish long-term service relationships that increase recurring revenue, enhance customer retention, and position the company as a trusted lifecycle support partner rather than a one-time project vendor. This is a commercial role that requires close collaboration with service and engineering teams but does not involve design or execution responsibilities.

Key Responsibilities

Sales Strategy & Business Development: Develop and implement a structured sales strategy for After Market Support (AMS) services that aligns with company revenue and margin targets. Identify and pursue new business opportunities within existing automation installations and untapped customers using industrial control systems. Drive growth of recurring and annuity-based revenue through Annual Maintenance Contracts (AMCs), Service Level Agreements (SLAs), retainers, and long-term service agreements. Maintain a healthy and realistic sales pipeline, ensuring accurate forecasting and timely deal closures.

Account Management & Customer Relationship Development: Manage key AMS customer accounts and serve as the primary commercial interface. Build strong relationships with plant managers, maintenance heads, operations teams, engineering managers, and procurement departments. Conduct regular meetings to understand operational challenges, maintenance gaps, and future support needs. Lead contract renewals, extensions, scope expansions, and commercial revisions while ensuring customer satisfaction and profitability. Position AMS offerings as preventive, reliability-focused, and risk-mitigation solutions rather than reactive break-fix support.

Opportunity Identification & Value Creation: Identify customer risks related to downtime, obsolescence, aging systems, lack of in-house skills, and OEM support limitations. Propose commercially viable AMS solutions that reduce total cost of ownership (TCO) and improve system availability. Support customers in planning long-term automation support and lifecycle strategies.

Commercial Proposals & Contract Management: Lead the preparation of commercial proposals, including scope definition, pricing models, and service deliverables, in coordination with service teams. Negotiate commercial terms, pricing, and contract conditions in line with company policies and margin expectations. Ensure clarity of scope, response times, responsibilities, exclusions, and commercial obligations in all service contracts.

Internal Coordination & Service Enablement: Collaborate closely with service delivery, engineering, and operations teams to ensure accurate scoping and feasibility of proposed services. Facilitate smooth handover from sales to service execution, maintaining involvement during early execution stages. Act as the commercial point of contact for scope clarifications, change requests, or commercial matters during contract execution.

Required Qualifications

- 8 to 12+ years of experience in industrial automation sales or business development, with significant exposure to aftermarket or service sales
- Proven track record in selling AMCs, service contracts, upgrades, retrofits, and spares
- Strong commercial understanding of PLC, DCS, SCADA, drives, and industrial control systems
- Experience working with industrial customers in Pakistan
- Bachelor’s degree in Engineering or Business, with a preference for Engineering

Core Competencies & Skills

- After Market Support and Service Sales
- Key Account Management
- Contract Negotiation and Renewals
- Customer Retention and Growth Strategy
- Commercial Acumen
- Pipeline and Forecast Management
- Strong communication and negotiation skills

This role offers the opportunity to contribute significantly to the growth of aftermarket services in a dynamic industrial automation environment, working closely with cross-functional teams to deliver value-driven solutions to customers.