Job Description & How to Apply Below
Delhi, with extensive international travel
Reports to:
GM Sales & Marketing / Head of Sales
Sectors: Defence, Oil & Gas, Mining, Railways, Nuclear, Aerospace, Capital , Agricultural, Engineering goods
Products: Hot rolled bars, open-die forgings, bright bars, quenched & tempered bars, shafts, and machined components
Role Purpose
Drive expansion of Kisco's export footprint — new territories and new customers — in support of the company's export growth target, working within pricing and commercial frameworks set by the GM Sales & Marketing, to whom this role reports.
Business Context
Exports currently ~20% of company revenue; target is to grow this to 40%.
Priority markets:
Europe (incl. UK), Southeast Asia, Latin America, Middle East & GCC (incl. UAE) , Russia
USA: secondary / opportunistic. Indian steel exports currently face Section 232 duties without the preferential caps extended to the EU, UK, Japan and Korea; revisit as tariff conditions evolve (current temporary structure runs through Dec 2027).
Key Responsibilities
1. Market Intelligence & Selection
Use DGFT export data and customs-level trade databases (e.g. ITC Trade Map, Ex-im, Volza/Panjiva-type sources) to identify buyer volumes, pricing and competitor shipment patterns for Kisco's specific product forms.
Track sector-specific demand cycles — rail/infrastructure procurement, oil & gas capex, mining, and regulated market tariff shifts — across the priority regions.
2. New Business Development & Execution
Identify and onboard OEMs, Tier-1 contractors, distributors and agents in target sectors and regions.
Own the full deal lifecycle: technical proposal, quotation, negotiation, contract, export documentation, logistics and customs clearance.
3. Commercial & Pricing Authority
All pricing must clear Kisco's costing methodology as a floor — no order is booked at a loss.
Above that floor, pricing is guided by the customer's ability to pay rather than strict cost-plus.
Pricing decisions require GM Sales /MD sign-off initially; independent pricing authority (still bounded by the cost floor) is earned as a track record of new territory and customer growth is demonstrated and previous pricing set with existing customer.
4. Trade Compliance
If required, knowledge of DGFT's licensing regime for defence/nuclear-adjacent exports, and end-user certificate requirements like SCOMET etc.
Region-specific regulatory awareness across the priority markets, and AS9100-linked documentation for aerospace customers .
5. Collections Support
Coordinate with the GM Sales & Marketing and Finance on receivables and credit-term adherence for owned export accounts wherever required.
6. Relationship & Brand Building
Represent Kisco at international trade shows and exhibitions in priority regions; build relationships with buyers, trade bodies and, where relevant, procurement counterparts in defence/nuclear-adjacent programs.
Success Metrics (KPIs)
Number of new territories entered.
Number of new customers onboarded — measured at order booking, not pipeline stage.
Contribution to company-wide export share growth (20% → 40%).
Zero orders booked below the costing floor.
Compliance with SCOMET and destination-market trade regulations.
Candidate Profile
Bachelor's degree in Business Administration, International Business, Marketing or related field; MBA or International Trade specialization preferred.
Minimum 8 years in business development / export sales, ideally in steel or manufacturing.
Prior exposure to regulated-market exports and export documentation strongly preferred; SCOMET/DGFT licensing familiarity is a differentiator.
Strong analytical ability — comfortable working with trade data to identify and prioritize markets.
Excellent English communication and negotiation skills; comfortable using translation tools for non-English-speaking counterparts.
Valid passport and visa eligibility for extensive travel across Europe, Southeast Asia, Latin America and the Middle East.
Eligibility & Travel
Valid passport; visa-eligible across target regions (standard post-offer background verification applies, per company policy).
Willingness for frequent international travel and flexible hours across time zones.
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