Associate Manager / Manager – Lead Generation & Business Development

Job Title: Associate Manager / Manager Lead Generation & Business Development

Location: Bengaluru / India (Hybrid)

Function: Business Development & Growth

Reporting to: BD/Business Head

Role Overview

ORMAE is seeking an Associate Manager Lead Generation & Business Development to support and scale its enterprise growth initiatives. This role combines hands on lead generation with structured business development execution, focused on positioning ORMAEs advanced analytics, optimization, and AI driven solutions with senior enterprise stakeholders.

The role is ideal for a professional who understands solution led B2B selling, can work closely with technical and consulting teams, and is comfortable engaging operations, supply chain, analytics, and leadership stakeholders at client organizations.

Key Responsibilities

1. Lead Generation & Top of Funnel Ownership

• Build and manage a steady pipeline of qualified enterprise leads aligned to ORMAEs target industries.
• Execute outbound lead generation using, LinkedIn Sales Navigator, Targeted email outreach, Account based prospecting, Industry events, webinars, and referrals.
• Identify and prioritize target accounts, buyer personas, and decision makers
• Maintain accurate lead data, activity tracking, and funnel hygiene in CRM(ZOHO)
• Review the Sales Funnel and its movement. Apply sales process techniques like BANT etc

2.Business Development & Opportunity Qualification

Qualify leads through structured discovery conversations to assess:

• Business pain points-Decision making authority
• Readiness and relevance for ORMAE solutions

3.Support and participate in: Introductory calls, Solution discussions, Capability walkthroughs and demos

• Work closely with ORMAEs consulting and analytics teams to:
• Shape problem statements
• Position ORMAEs solution approach
• Support proposal and concept note development
• Closure/Conversion of the Lead

4. Relationship Development

• Support development of strategic enterprise accounts
• Build trusted relationships with Operations leaders/Supply chain leads/Analytics and Digital transformation teams
• Identify opportunities for multi-phase engagements, Follow on projects, long term partnerships
• Maintain regular engagement and structured follow ups with prospects and clients

5. Market & Solution Intelligence

Develop a working understanding of ORMAEs:

• 1. Optimization and decision science offerings
• 2. AI and analytics solutions
• Industry use cases and success stories
• Track market trends, competitor activity, and client feedback
• Share insights with leadership to refine: Go to market messaging, Target segments, Value propositions

6. Collaboration, Reporting & Governance

• Work closely with: ORMAE leadership, Delivery and analytics teams, Marketing/Account Management team
• Provide regular updates on: Pipeline status, Lead quality and Conversion trends
• Support forecasting and BD planning activities
• Follow ORMAEs BD governance and documentation standards

Skills & Competencies

Core Skills (Must Have)

• 3-8 years of experience in B2B lead generation, inside sales, or business development
• Strong exposure to solution led or consulting oriented selling
• Hands on experience with LinkedIn Sales Navigator and CRM tools (ZOHO preferred)
• Ability to understand and articulate complex analytics or technology solutions in business terms
• Excellent communication, listening, and stakeholder management skills
• High ownership mindset with strong execution discipline

Preferred / Good to Have

• Prior experience in analytics, AI, optimization, SaaS, or consulting services
• Exposure to manufacturing, supply chain, or operations focused clients
• Familiarity with account-based selling (ABS / ABM)
• Experience supporting proposals, RFPs, or enterprise pursuits
• Preference Bangalore based or willing to move to Bangalore

Experience & Education

• Bachelors degree in engineering, business, Analytics, or related field
• MBA or equivalent business qualification is a plus (not mandatory)

Success Metrics (KPIs)

• Number of qualified leads generated per month
• Conversion rate from lead to opportunity
• Quality and relevance of enterprise pipeline created
• Discovery calls and demos supported
• Contribution to closed deals (direct or assisted)