Area Manager - Institutional Sales - Building

Role Purpose

To drive profitable business growth across the region by developing and managing strategic project accounts and key stakeholders. The role will be responsible for building strong relationships with key customers, consultants, developers, contractors and project influencers, while ensuring achievement of regional sales, revenue and business development objectives.

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

Skills and Competencies

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.