Area Manager - Institutional Sales - Building

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.