Consultant Head B2B

1 SECTION III: KEY PERFORMANCE INDICATORS Measurable deliverables Achievement of B2B sales revenue and volume targets. Effectiveness of consultant coverage and reach growth. Productivity and coverage metrics of the BD team. Number of product approvals secured through consultant engagement. Volume and value of leads generated & conversion rate of these leads into sales. Number of specification changes achieved across projects. Number of consultant engagement activities conducted. SECTION IV: JOB REQUIREMENTS Qualifications MBA / PGDM (Marketing) - Preferred from Tier I institute. Skills & Functional Competencies Strategic orientation with a strong focus on B2B business development. Strong stakeholder mgmt. & relationship-building skills specifically in B2B context. Excellent communication and collaborative skills. Strong financial acumen and analytical abilities. Effective team management coaching and mentoring skills. Proficiency with digital tools and technologies for business processes and customer management. Specific Experience Minimum of 15 years in business development/sales roles; at least 10 years in the C&W industry. 5-7 years in a national head or senior leadership position overseeing E2E business development. Proven experience of managing large-scale electrical consultant accounts (e.g. Atkins AECOM Buro Happold Tata Consulting Engineers etc.). Overall 15 years of total experience JOB DESCRIPTION SECTION I: BASIC INFORMATION ON THE ROLE Role Name / Designation Consultant Head Function / Department Business Development Current Band/Level VP / EVP Reporting To BU Head - B2B SECTION II: JOB SUMMARY As the Consultant Head for B2B you will lead Polycab’s efforts to build strong strategic relationships with electrical consultants across key industry segments. The role involves identifying and mapping priority consultants driving product approvals for Polycab’s C&W and FMEG portfolio generating high-quality leads and influencing project specifications. You will also be responsible for designing and executing high-impact consultant engagement programs to strengthen long-term partnerships and help Polycab reach its sales aspirations. Consultant coverage and approvals Lead consultant identification and engagement across key industry segments (e.g. real estate cement Oil & Gas). Oversee allocation of consultant accounts to BD team members including third-party sourced accounts (e.g. Billtrax). Ensure the BD team actively works with consultants to secure approvals for Polycab’s C&W and FMEG products. Work closely with sales teams to seek approval in any consultant account where approval is required. Lead & Funnel Management Drive identification of early-stage project leads by leveraging consultant relationships and on-ground market intelligence. Monitor and enhance lead quality ensuring they are appropriately qualified for sales teams. Establish governance mechanisms to track and review the full lifecycle using digital tools (e.g. CRM). Oversee timely consultant approvals on leads sourced from third-party platforms (e.g. Biltrax). Influencing product specifications Define and prioritize key product specifications across use-cases (e.g. green wire HFFR FRLS). Collaborate with technical and marketing teams to develop consultant-ready product collaterals. Equip and coach the BD team to influence product specifications in BOQs. Consultant engagement programs Design consultant engagement plans in coordination with sales teams. Drive consistent high-quality engagements through visits online platforms and events (e.g. panel discussions). Track ROI of consultant engagement programs and adjust plans based on impact and feedback. Cross functional collaboration and executional governance Work closely with cross-functional teams to align consultant engagement efforts with business priorities. Ensure adoption of standard CRM practices and maintain data quality and process discipline across the BD team. Monitor team performance against coverage approval and engagement metrics; initiate corrective action where required.