Director – Sales & Marketing

POSITION OVERVIEW

Growth Pillar

Mandate for this Role

India (Sayantrik Engineers)

Deliver revenue consistency and expand the order book across refining, petrochemical, fertiliser and specialty-chemical clients.

USA (CCE USA)

Operationalise the U.S. entity, land the first anchor clients, and build a durable USD revenue stream toward the Year-1 target.

Consolidated Growth

Own the Group's growth strategy by driving new client acquisition, strengthening key account relationships, and maximizing cross-selling opportunities across business entities.

Currency & Delivery

Leverage the USD revenue stream as a currency hedge and exploit the India–USA time-zone advantage for 24×7 delivery.

Premium Positioning

Position AI-integrated, digital-engineering-led premium services (laser scanning, brownfield modifications) as differentiators.

•     Revenue & growth: Define and implement a comprehensive sales and marketing strategy to drive sustainable business growth, achieving annual revenue, profitability, and order intake objectives across engineering consultancy, EPCM, and PMC service lines.

•     Market positioning: Establish Sayantrik Engineers / CCE USA as a preferred engineering partner for EPC contractors and owner-operators in oil & gas, petrochemicals and chemicals across the targeted geographies.

•     International expansion: Successfully commercialise CCE USA and build a diversified, multi-geography revenue base that reduces dependence on any single market.

•     Sustainable profitability: Balance top-line growth with margin protection, supporting the Group's 30%+ EBITDA ambition and healthy working-capital discipline.

•     Develop and own the go-to-market strategy for engineering, EPCM and PMC services, including segment, geography and key-account prioritisation (refineries, petrochemical complexes, fertiliser/ammonia & sulphuric acid plants, pipelines, terminals and specialty chemicals).

•     Conduct market and competitor analysis across upstream, midstream and downstream oil & gas, bulk and specialty petrochemicals, and chemicals to identify growth pockets, white-space opportunities and strategic partnerships.

•     Build and manage a strong pipeline of qualified opportunities through direct client engagement, tender tracking, bid lists, OEM / technology-licensor relationships and alliances with EPC contractors.

•     Act as executive sponsor for strategic accounts (major EPCs and owner-operators), ensuring deep understanding of client business drivers, investment plans and decision-making processes.

•     Establish long-term framework agreements, multi-year master service agreements and preferred-vendor arrangements, supported by robust technical and commercial value propositions.

•     Lead high-value negotiations for engineering and PMC contracts, coordinating closely with proposals, legal and finance teams to balance competitiveness with profitability and risk management.

•     Build, mentor and lead a high-performing sales and business development team with strong technical-selling capability in oil & gas and petrochemicals across India, Malaysia and the USA.

•     Set clear sales targets, KPIs and incentive schemes aligned to company objectives — order intake, revenue mix, geographic diversification, win rate, hit rate and key-account penetration.

•     Implement disciplined sales processes: opportunity qualification, CRM usage, pipeline reviews, bid/no-bid decisions and post-bid analysis to continuously improve win rates.

•     Develop and oversee integrated marketing plans combining thought leadership, digital marketing, participation in industry conferences and targeted campaigns.

•     Collaborate with technical teams to create sector-specific collateral — capability profiles, case studies, white papers, technical articles and webinar content showcasing EPCM/PMC experience (e.g., sulphuric acid, ammonia VDR, brownfield modifications and laser scanning ).

•     Strengthen brand presence in India, Malaysia and the USA via digital channels (website, LinkedIn, email campaigns), trade associations and strategic event participation.

•     Provide strategic oversight to the proposals / pre-sales team for RFQs, RFPs and tenders from EPCs and owner-operators, ensuring differentiated technical and commercial positioning.

•     Work with engineering, project-management and cost-estimating teams to define competitive scopes, execution strategies (EPC, EPCM, PMC) and pricing models tailored to client risk preferences.

•     Ensure timely bid/no-bid decisions, resource allocation and stakeholder approvals for major bids across India, Malaysia, USA and other target regions.

•     Drive international sales expansion, aligning regional business-development efforts across India, Malaysia and the USA while respecting local market dynamics, regulatory environments and cultural norms.

•     Coordinate closely with regional office heads to set territory-level targets, joint account plans and resource deployment for key projects and framework contracts.

•     Champion cross-sell and inter-company synergies between Sayantrik Engineers (India) and CCE USA, leveraging shared delivery capacity and transfer-pricing efficiency.

•     Monitor sales performance, marketing ROI and pipeline health through data-driven dashboards and regular reviews, adjusting strategy based on market signals and execution feedback.

•     Ensure compliance with company policies, legal requirements, export controls, anti-corruption guidelines and contract-governance standards in all commercial dealings across both entities.

Segment

Description

EPC Contractors

Global and regional EPCs executing refinery, petrochemical, chemical, gas-processing, LNG and pipeline projects (greenfield and brownfield).

Owner-Operators

Public-sector and private integrated oil & gas companies, national oil companies, chemical & fertiliser manufacturers, and midstream/downstream operators requiring PMC and engineering support.

Technology Providers & OEMs

Licensors, equipment suppliers and technology firms seeking engineering partners for joint bids and lifecycle support services.

Performance will be measured against Group, entity, and territory-level Key Performance Indicators (KPIs) aligned with the organization's strategic growth objectives.

KPI Category

Measure

Indicative Target

Group Revenue

Consolidated revenue (India + CCE USA)

Achieve annual revenue growth in line with business objectives

Order Intake

New order book / signed contract value

Full pipeline coverage of revenue plan

USA Ramp-up (CCE USA)

USD revenue & anchor-client acquisition

First clients + Year-1 USD stream

Win / Hit Rate

Bids won vs. submitted

Continuous improvement quarter-on-quarter

Key-Account Penetration

Framework / MSA agreements signed

Multi-year agreements with anchor accounts

Pipeline Health

Qualified pipeline vs. target multiple

≥ 3× coverage of annual target

Collection Efficiency

DSO on new business

Support DSO < 30 days

Marketing ROI

Lead generation & brand engagement

Measured campaign contribution to pipeline

Profitability

Contribution margin on won work

Protect Group 30%+ EBITDA ambition

•     Education: Bachelor's degree in Engineering (Mechanical / Chemical / Civil / Instrumentation) or a related technical discipline. An MBA in Marketing, Sales or Business Management is preferred but not mandatory.

•     Experience: 15+ years of progressive B2B sales and marketing experience in engineering services, EPC/EPCM/PMC or industrial solutions, with at least 5–7 years at senior leadership or director level.

•     Track record: Proven success selling engineering consultancy and project-management services to oil & gas, petrochemical and chemical clients, including closing multi-million-dollar contracts and managing complex, long-cycle sales.

•     International exposure: Experience managing international markets or multi-country sales teams, preferably including Southeast Asia and North America.

•     Strong understanding of oil & gas and petrochemical project life cycles, and of how EPC, EPCM and PMC delivery models impact client risk, schedule and cost outcomes.

•     Ability to translate technical capabilities (process, mechanical, piping, civil/structural, electrical & instrumentation & laser scanning) into clear commercial value propositions for EPCs and owner-operators.

•     Advanced skills in strategic selling, key-account management, consultative sales and long-cycle enterprise deal structuring in industrial B2B environments.

•     Leadership and team-building capability to attract, coach and retain high-calibre sales and marketing professionals across geographies.

•     Strong communication and presentation skills, including presenting at conferences, client steering committees and executive reviews.

•     Proficiency in CRM tools, sales analytics and digital-marketing platforms to drive data-driven commercial decisions.

•     High integrity, customer orientation and resilience to operate in competitive, tender-driven project environments.