Santosh H.K

Dynamic Business Development Manager with 22+ years of success in driving revenue growth, building strategic pipelines, market expansion, and winning high-value Interior fit-out/MEP projects. Proven expertise in solution selling, BOQ coordination, proposal management & contract negotiation with strong relationships across architects, PMCs, consultants, and corporate clients. Adept at securing repeat business, improving conversion ratios, and achieving 100%+ sales and order booking targets. Skilled in CRM-driven pipeline governance, market intelligence, value engineering, and cross-functional coordination. Committed to delivering profitable growth, client satisfaction, and long-term business expansion.

Santosh H.K

Bangalore

Professional Summary

Dynamic Business Development Manager with 22+ years of success in driving revenue growth, building strategic pipelines, market expansion, and winning high-value Interior fit-out/MEP projects. Proven expertise in solution selling, BOQ coordination, proposal management & contract negotiation with strong relationships across architects, PMCs, consultants, and corporate clients. Adept at securing repeat business, improving conversion ratios, and achieving 100%+ sales and order booking targets. Skilled in CRM-driven pipeline governance, market intelligence, value engineering, and cross-functional coordination. Committed to delivering profitable growth, client satisfaction, and long-term business expansion.

Core Competencies

Lead generation & Pipeline Development

Estimation & BOQ Understanding 

Market research & Competitive Mapping

Sales Strategy & Business Development 

Key Account Management & Client Acquisition

Channel Partner Management & Distribution 

Revenue Growth & Profit Maximization 

Negotiation & Deal Closure 

CRM & ERP

Business Forecasting & Sales Analytics 

Contract Management & Commercial Negotiations 

Stakeholder Engagement & Relationship Building 

Staff Mentoring & Performance Management

Order Management & Finance Acumen

Solution & Consultative Selling

Pricing Strategies & Value Proposition

KPI & Metrics Tracking

Territory Development & Market Expansion

Revenue forecasting & Reporting

Collaboration & Cross-Functional Team

Communication & Presentation Skills

Business Presentation & Product Demonstration

Technical Competencies

Partitions & Ceilings| Doors| Decking| Carpets| Flooring| Mechanical| Electrical| Plumbing| HVAC| Fire protection| Fire alarm| Lighting| Elevator fit-out| Signage| ELV| Smart & BMS Automation| 

Fit-out standards, codes & regulatory knowledge

ASHRAE| SMACNA| ISHRAE| IEC| ISO| NBC (India)| Local fire authority norms| NOC| CEIG| Green building LEED, IGBC, WELL|IS| NFPA| UL & FM| ADA| ASTM   

Software tools

AutoCAD| ERP| Salesforce/CRM| SAP| MS Office (Excel, PowerPoint, Word, MS teams) | MS Project| TRUVIEWER | Primavera| Google & Zoom meetings| Excel Dashboards| 

Education

B E (Electrical and Electronics) – 2001, Karnataka University, Dharwad| Diploma (Electrical and Electronics) – 1997, Department of Technical Education, Government of Karnataka, Karwar.

Additional Value Proposition

• Strong understanding of end-to-end fit-out cycle – inquiry → site survey → BOQ → design coordination → tendering → negotiation → contract → execution → billing → handover.
• Expertise in multi-product solution bundling to increase wallet share.
• Ability to drive regional business development, channel networks & enterprise relationships.

Professional Experience

AGM| Sales & operations| BS Projects| 2020 – 2025

• Business development of interior fit-out such as doors, partitions, flooring, decking & carpets 
• Spearheaded multi-product fit-out sales, driving a 30% increase in business YoY.
• Drove sales converting qualified spec lead in to order wins with architects & designers, achieving 20%+ higher conversion rates. 
• Led BOQ analysis, value engineering, technical proposal, negotiations, pricing strategies & contracts securing with high margins
• Built a strong sales funnel via market mapping, segmentation, competitor analysis, competitive intelligence & targeted outreach.
• Boosted win rate from 20 to 30% via solution-led presentations, mock-ups, technical clarifications, & product demonstration.
• Optimized order fulfillment by aligning with supply chain, field ops teams, cutting delays by 15% & lifting CSAT. 
• Streamlined sales & field operations by ensuring timely order processing, production, delivery, logistics, execution, and handover 
• Strengthened contractor, dealer, and integrator partnerships resulting in 30% repeat business and wider regional penetration.
• Attended Kick-off & site visits, review meetings, ensuring specs & quality compliance reducing variations and rework costs by 15%.
• Boosted brand recall across design houses & enquiries by 25% via architect meet, demos, showroom visits & influencer outreach. 
• Managed customer relationships by resolving site issues, ensuring warranty compliance, and driving retention & repeat business.

Sr. Manager| Project Sales| Fabrication Systems, Kampala (Uganda) | 2014 – 2020

• Drove multi-discipline project sales across HVAC, MEP, Fire Protection, Fire Alarm, ELV, VT achieving 15 to 20% annual growth.
• Sold VRV/VRF, Ductable split AC, Cassette AC, High wall split AC, Package AC, Precision AC, AHU, FAC, ducting, diffusers & grills, 
• Led MEP sales of mechanical, electrical & plumbing by securing specs & closing orders with consultants, PMCs & contractors.
• Delivered sprinklers, hydrants & hose rolls, fire extinguishers, water curtain & pre-action, foam & sealants & fire wraps,  
• Led fire alarm sales such as MCP, smoke & heat detectors, FACP, public address & voice alarm, hooters, strobes, clean agents, VESDA, & emergency lighting & signage, contributing to a 15% increase in combined MEP+FAS project orders. 
• Led spec checks, pricing & terms, collaborated with all influencers boosting win-rate & margins by 12 to 15%.
• Participated in technical review & site survey to position the company as a complete fit-out solution provider.
• Coordinated invoicing, billing & collections with finance to ensure healthy cash flow reducing payment cycle by 20%.
• Collaborated with operations, finance, procurement for smooth execution ensuring 100% on-time project handovers. 

Manager| New & Mod sales| Otis Elevators | 2006 – 2014

• Drove bespoke elevator solution in interior fit-out projects liaising with designers & architects, delivering 20-30% YoY growth.
• Handled customized cabin interiors, landing & car doors, sill & frames, car call & landing call buttons, flooring, handrails, mirrors   
• Built and maintained a ₹60–100 crore qualified pipeline by mapping accounts in hotel, retail, and luxury interior fit-out.
• Expanded business in luxury living, commercial, hospitality, hotel, IT parks & corporate fit-out, driving repeat orders & cross-selling.
• Built brand presence through 60+ premium parts demos, 20+ mobility workshops & 50+ consultant presentations annually.
• Managed 60 tenders end-to-end from surveys and traffic analysis to pricing and contract closure.
• Handled scope finalization, technical specifications, site survey & pricing, improving win-rate and margin performance.
• Handled invoicing, collections, and payment follow-ups to ensure healthy cash flow and reduce outstanding amounts.

Sales Engineer| LV Electricals| Jan 2002 – Jun 2006

• Sold packages of DBs, wiring & cabling, lighting, earthing, lightning protection, power outlets & accessories.
• Handled site surveys, recommended solutions, prepare BOQ & product demo for medium to large commercial projects.
• Drove leads, engaged with architects & contractors, negotiated price & terms, closed orders with healthy margins. 
• Achieved consistent YoY targets and coordinated with project team for inspections, approvals & handovers.
• Ensured compliance with IS 732, IS 3043, NBC Part 8 & IEC 60364 across proposals and submissions.

Education

B E (Electrical and Electronics) – 2001, Karnataka University, Dharwad| Diploma (Electrical and Electronics) – 1997, Department of Technical Education, Government of Karnataka, Karwar.