Regional Sales Manager

Established 1964 Heavy Engineering & Explosion Bonding

JOB DESCRIPTION

Department

Sales & Business Development

Reference Code

ICEM/BD/RSM-01

Reports To

Director

Experience Required

5–12 years in sales/BD of heavy engineering components or equipment

Education

B.E. / B.Tech in Mechanical Engineering (mandatory); MBA is a plus

About ICEM Engineering

ICEM Engineering Co. (India) Pvt. Ltd. is a 60-year-old heavy engineering manufacturer headquartered in Thane, Maharashtra, with manufacturing facilities in Wada (Maharashtra) and Multai (Madhya Pradesh). ICEM is one of India’s specialist manufacturers of explosion-bonded clad plates and precision cold-formed pressure vessel components, serving clients across oil & gas, petrochemicals, fertilisers, steel, power, defence, and nuclear sectors.

The company is currently in a strategic growth phase — expanding capacity, investing in new capital equipment, and building a professional commercial team to drive the next stage of scale.

Product Lines You Will Sell

The Regional Sales Manager will be responsible for generating business across ICEM’s full product portfolio:

Explosion Bonded Clad Plates

• Clad plates manufactured using explosion bonding process per SA 264 / ASME standards
• Common combinations: SA 516 Gr.60N/70N add with SS 316L, Alloy C276, Inconel 825, SDSS, Titanium, and others
• Applications: reactors, columns, heat exchangers, pressure vessels in corrosive-service environments

Cold Formed Pressure Vessel Components

• Dished ends (dish heads): 2:1 Ellipsoidal, Torispherical, Hemispherical — single-piece seamless construction
• Rolled shells, cones, and transition pieces
• Formed tube sheets and flat bottom heads
• Expansion bellows and other precision-formed components
• Capabilities up to 5,400 mm ID on flanging machine (2:1 Ellipsoidal) and 130 mm thickness on hydraulic presses

Role Overview

This is a field-based, revenue-generating role. You will be assigned a defined geographic region and will be responsible for building and managing ICEM’s sales pipeline in that territory — from prospecting and relationship building through to inquiry generation, quotation follow-up, and order closure. You will sell both clad plates and formed components, representing the complete ICEM product portfolio to end-users, EPCs, fabricators, and OEMs in your region.

This is not a back-office or coordination role. We are looking for someone who will be on the ground, visiting clients, understanding their upcoming projects, and positioning ICEM as a preferred supplier.

Key Responsibilities

• Own the assigned regional territory and build a structured sales pipeline covering both clad plate and forming product lines.
• Identify and develop relationships with key decision-makers — procurement heads, project managers, technical/design engineers, and vendor development teams — at end-user plants, EPC contractors, fabricators, and OEMs.
• Generate inquiries by understanding client project pipelines, upcoming shutdowns, capex plans, and procurement schedules.
• Conduct regular client visits (minimum 15–20 client touchpoints per month) and maintain a structured visit report/CRM discipline.
• Follow up on quotations, handle techno-commercial discussions, and drive inquiries to order closure.
• Coordinate with ICEM’s estimation and technical teams to ensure accurate and competitive proposals.
• Pursue and secure vendor registrations/AVL approvals at target organisations within the region.
• Provide market intelligence: competitor activity, pricing trends, upcoming projects, and client feedback.
• Represent ICEM at industry exhibitions, seminars, and client technical presentations.
• Host client delegations for factory visits to ICEM’s Wada manufacturing facility when required.
• Submit weekly activity reports and maintain pipeline data as per the company’s reporting framework.

Mandatory Requirements

• B.E. / B.Tech in Mechanical Engineering from a recognised university.
• 5–12 years of direct sales/BD experience selling heavy engineering components or capital equipment (pressure vessels, heat exchangers, reactors, dished ends, clad plates, steel fabrications, or similar).
• Demonstrable track record of field sales — candidates must be able to articulate specific accounts won, order values, and client relationships built.
• Working knowledge of materials commonly used in pressure vessel manufacturing: carbon steels (SA 516), stainless steels (SA 240), clad combinations, and relevant ASME/ASTM specifications.
• Experience dealing with EPC contractors, end-user procurement, and/or fabricator purchasing teams.
• Willingness to travel extensively within the assigned region (60–70% of working time will be in the field).
• Strong communication skills in English and Hindi; knowledge of regional languages relevant to the assigned territory is a plus.
• Self-driven, disciplined, and comfortable working independently with minimal supervision.

Preferred Qualifications

• Prior experience selling both clad plates and formed components (dished ends, shells, cones).
• Existing relationships with fabricators, EPCs, or end-users in the oil & gas, petrochemical, fertiliser, steel, or power sectors.
• Familiarity with explosion bonding processes, cold forming, and related manufacturing methods.
• Experience with government/PSU procurement processes, GeM portal, and tender-based sales is an advantage.
• MBA or equivalent post-graduate qualification in marketing/sales management.
• Experience with CRM tools and structured pipeline management.

Key Performance Indicators

• Monthly client visit count and quality of visit reports.
• Number of new inquiries generated per month (clad + forming combined).
• Inquiry-to-quotation and quotation-to-order conversion ratios.
• Annual order booking value from assigned territory.
• Number of new vendor registrations / AVL approvals secured per year.
• Pipeline value maintained at 3–4x of the annual booking target.
• Repeat business rate from existing accounts in the region.

Target Client Segments

The Regional Sales Manager will engage with clients across the following categories:

• Oil & Gas refineries and petrochemical complexes (IOCL, BPCL, HPCL, ONGC, Reliance, Nayara, etc.)
• EPC contractors (L&T, Technip Energies, Toyo, ThyssenKrupp, TATA Projects, Maire Tecnimont, etc.)
• Fertiliser plants (IFFCO, NFL, RCF, GNFC, KRIBHCO, etc.)
• Steel plants and metals processors (JSW, Tata Steel, SAIL, JSPL, AM/NS, etc.)
• Pressure vessel and heat exchanger fabricators (GMM Pfaudler, Godrej P&E, L&T, BHEL, Thermax, etc.)
• Power and nuclear sector (NPCIL, BHEL, NTPC, etc.)
• Chemical and pharmaceutical companies (UPL, Aarti Industries, PI Industries, Deepak Nitrite, etc.)

Why Join ICEM

• A strategic sales role in a 60-year-old, promoter-led engineering company undergoing an ambitious growth transformation.
• Direct access to the Director and involvement in commercial strategy at the leadership level.
• Opportunity to represent a differentiated product portfolio — ICEM is one of very few Indian manufacturers with both explosion bonding and large-scale cold forming capabilities.
• A growing company with active investments in new machinery, capacity expansion, and market development.
• Exposure to marquee clients across diverse industry sectors.
• A culture that values initiative, accountability, and results.