Key Responsibilities

1. Business Growth & Sales

      ●     Drive regional sales and revenue growth through effective management of key project accounts.

      ●     Develop and execute the regional business plan for Projects and Key Accounts.

      ●     Identify new business opportunities across infrastructure, real estate, commercial and other project segments.

      ●     Drive project specifications, product approvals and conversion of identified opportunities into business.

      ●     Ensure achievement of monthly, quarterly and annual sales targets.

2. Key Account Management

      ●     Develop and manage strong relationships with strategic customers, developers, EPCs, contractors and other key accounts.

      ●     Create and implement account plans for identified key customers.

      ●     Understand customer business needs and develop long-term engagement strategies.

      ●     Act as the primary point of contact for strategic accounts and ensure effective resolution of customer issues.

      ●     Drive customer retention and increase share of business within key accounts.

3. Project & Stakeholder Management

      ●     Identify and track key projects in the region from enquiry to order conversion.

      ●     Build strong relationships with consultants, architects, project heads, procurement teams and decision-makers.

      ●     Drive product specification and ensure brand/product consideration at the project planning stage.

      ●     Monitor project pipeline, stage-wise conversion and expected revenue.

      ●     Ensure effective coordination with internal teams for product availability, pricing, technical support and project execution.

4. Market & Competitive Intelligence

      ●     Monitor market trends, customer requirements and competitive activities in the region.

      ●     Track competitor pricing, product offerings, project wins and market strategies.

      ●     Share relevant market insights and business intelligence with the leadership team.

      ●     Identify emerging market opportunities and recommend suitable business interventions.

5. Team & Cross-functional Collaboration

      ●     Collaborate with internal stakeholders including Sales, Product, Supply Chain, Technical and Finance teams to ensure smooth execution of business.

      ●     Guide and support team members, wherever applicable, in project and key account management.

      ●     Drive effective coordination between field teams and central functions.

      ●     Support capability building and knowledge sharing within the team.

6. Sales Governance & Reporting

      ●     Maintain accurate project and key account data in the prescribed systems.

      ●     Review sales funnel, project pipeline, conversion and business performance regularly.

      ●     Ensure timely submission of sales reports, forecasts and business updates.

      ●     Drive disciplined sales processes and adherence to company policies.

Key Performance Indicators (KPIs)

      ●     Regional Sales / Revenue Achievement

      ●     Project Business Growth

      ●     Key Account Revenue & Retention

      ●     Project Pipeline & Conversion

      ●     New Account / New Project Acquisition

      ●     Specification and Project Conversion

      ●     Customer Engagement and Relationship Development

      ●     Gross Margin / Contribution, as applicable

      ●     Forecast Accuracy

      ●     Collection / DSO, wherever applicable

Educational Qualification

      ●     Graduate in any discipline.

      ●     MBA / PGDM in Sales & Marketing will be preferred.

Experience

      ●     8–12 years of relevant experience in B2B / Project Sales / Key Account Management.

      ●     Experience in building materials, pipes, plumbing, construction, infrastructure or allied industries preferred.

      ●     Proven experience in managing strategic accounts and driving project-led business growth.

Key Competencies

      ●     Strategic Account Management

      ●     Project Sales & Business Development

      ●     Relationship Management

      ●     Commercial Acumen

      ●     Negotiation & Influencing Skills

      ●     Market Intelligence

      ●     Customer Centricity

      ●     Business Planning & Execution

      ●     Analytical and Problem-Solving Skills

      ●     Strong Communication and Stakeholder Management

Role Expectations

      ●     Strong ownership for regional business growth.

      ●     Ability to build and leverage a strong stakeholder network.

      ●     High customer orientation and commercial mindset.

      ●     Ability to operate in a dynamic, target-driven B2B environment.

      ●     Strong execution focus with the ability to convert business opportunities into revenue.