Area Sales Manager

This position will be responsible for driving sales and business development activities in the assigned region.

The role entails developing regional business, managing key accounts, and achieving sales and collection targets through direct customer engagement, project pursuit, and channel development. The incumbent will also play a key role in implementing the companys business strategy and ensuring market growth.

Role & responsibilities

1. Sales Planning & Business Development

• Execute the regional sales and business development plan in alignment with national targets and objectives.
• Identify and develop business opportunities across infrastructure, industrial, institutional, commercial, and residential segments.
• Generate and manage project pipelines, ensuring timely follow-ups and order conversions.
• Develop business through Consultants, PMCs, Contractors, Developers, Ready-mix concrete producers, and government departments.
• Achieve sales and collection targets as per approved budgets.

2. Key Account & Channel Management

• Build and nurture strong relationships with key developers/ clients, consultants, and ready-mix concrete producers in the assigned territory.
• Ensure product specifications and vendor registrations with major clients and govt. departments.
• Initiate admixture trials and product sampling/ mock-ups with key clients and coordinate with the technical service team to execute the same.
• Manage and expand distribution networks, ensure channel partner performance and alignment with company policies.
• Support and coordinate with applicators and channel partners for project execution.

3. Market Intelligence & Customer Support

• Track competition activities to identify emerging trends and new business opportunities.
• Ensure prompt resolution of customer complaints in coordination with the technical and QA teams.
• Provide feedback on product performance, pricing, and customer requirements to the National Manager.
• Ensure product demonstrations, site trials, and technical presentations for key customers.

4. Sales Process, Reporting & Collections

• Sales Targets: Plan and execute monthly and quarterly sales activities to achieve assigned sales and product mix targets.
• Maintain and update CRM records leads, opportunities, quotations, and order closures.
• Credit Control - Monitor outstanding payments, follow up for collections, and maintain DSO within target limits.
• Prepare and submit periodic MIS reports on sales, forecasts, and customer activity.

5. Teamwork & Cross-Functional Collaboration

• Work closely with Technical Services, SCM, and Accounts teams for order execution and customer satisfaction.
• Coordinate with the Technical teams for product establishment, trials, approvals and specification initiatives.
• Support marketing campaigns, exhibitions, and promotional events within the assigned region.

6. Compliance & Ethical Conduct

• Ensure adherence to company policies, pricing structures, and credit guidelines.
• Maintain ethical conduct, transparency, and integrity in all business dealings.
• Follow EHS (Environment, Health, and Safety) standards during site visits and field operations.

DESIRED CANDIDATE PROFILE

Educational Qualifications:

• Diploma / B.Tech in Civil or Chemical Engineering (preferred) or B.Sc. (Physics / Chemistry / Maths).
• MBA in Marketing or Business Management will be an added advantage.

Work Experience:

• 4-7 years of experience in Project Sales / Business Development in Construction Chemicals, Concrete Admixtures, or related Building Materials industry.
• Proven experience in dealing with consultants, PMCs, contractors, applicators, and government/institutional clients.

Nature of Experience:

• Should have worked in project-based sales and technical sales roles.
• Experience in both direct and channel-based business preferred.
• Capable of managing regional business independently and achieving defined KPIs.

Specific Skills / Personal Attributes:

• Strong communication, presentation, and negotiation skills.
• Self-motivated, result-oriented, and capable of handling multiple priorities.
• Good analytical and interpersonal abilities.
• Customer-centric approach with strong follow-up and execution discipline.
• Proficiency in CRM, MS Office, and report preparation.