About Role:
The Business Development Manager – After Market Support is responsible for growing and sustaining aftermarket service revenue within the industrial automation business.
The role focuses on selling support contracts, maintenance services, upgrades, retrofits, and spares to customers with installed automation systems. The objective is to build long-term service relationships, increase recurring revenue, improve customer retention, and position Octopus Digital as a trusted lifecycle support partner rather than a one-time project vendor.
This is a commercial role with close coordination with service and engineering teams; it does not involve design or execution responsibilities.
Key Responsibilities:
1. Sales Strategy & Business Development:
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Develop and execute a structured sales strategy for After Market Support (AMS) services aligned with company revenue and margin targets.
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Identify and pursue new business opportunities within existing automation installations and untapped customers operating industrial control systems.
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Drive growth of recurring and annuity-based revenue through AMCs, SLAs, retainers, and long-term service agreements.
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Maintain a healthy and realistic sales pipeline, ensuring accurate forecasting and timely closures.
2. Account Management & Customer Relationship Development:
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Own and manage key AMS customer accounts, acting as the primary commercial interface.
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Build strong working relationships with plant managers, maintenance heads, operations teams, engineering managers, and procurement departments.
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Conduct regular customer meetings to understand operational challenges, maintenance gaps, and future support requirements.
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Drive 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.
3. Opportunity Identification & Value Creation:
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Identify customer risks related to downtime, obsolescence, aging systems, lack of in-house skills, and OEM support limitations.
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Propose commercially viable AMS solutions that reduce total cost of ownership (TCO) and improve system availability.
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Support customers in planning long-term automation support and lifecycle strategies.
4. Commercial Proposals & Contract Management:
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Lead the preparation of commercial proposals, including scope definition, pricing models, and service deliverables, in coordination with service teams.
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Negotiate commercial terms, pricing, and contract conditions in line with company policies and margin expectations.
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Ensure clarity of scope, response times, responsibilities, exclusions, and commercial obligations in all service contracts.
5. Internal Coordination & Service Enablement:
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Work closely with service delivery, engineering, and operations teams to ensure accurate scoping and feasibility of proposed services.
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Ensure smooth handover from sales to service execution, maintaining involvement during early execution stages.
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Act as the commercial point of contact for any scope clarifications, change requests, or commercial matters during contract execution.
Qualifications & Experience:
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8–12+ years of experience in industrial automation sales or business development, with strong exposure to aftermarket or service sales
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Proven track record in selling AMCs, service contracts, upgrades, retrofits, and spares
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Solid commercial understanding of PLC, DCS, SCADA, drives, and industrial control systems
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Experience working with industrial customers in Pakistan
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Bachelor’s degree in Engineering or Business (Engineering preferred)
Core Competencies & Skills:
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After Market Support & Service Sales
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Key Account Management
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Contract Negotiation & Renewals
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Customer Retention & Growth Strategy
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Commercial Acumen
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Pipeline & Forecast Management
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Strong communication and negotiation skills