Sr. Market Development Manager

Key Responsibilities

1. Regional Market Ownership

- Own and drive market development strategy for the assigned region.

- Identify high-potential districts, segments, and growth pockets.

- Develop and execute region-specific action plans aligned with overall business goals.

2. Team Leadership & Capability Building

- Lead, mentor, and manage a team of TSIs across the region.

- Set clear targets for lead generation, influencer engagement, and project pipeline development.

- Conduct regular field visits, joint calls, and performance reviews.

- Build team capability in technical selling, relationship management, and market intelligence.

3. Influencer & Ecosystem Development

- Establish strong relationships with key consultants, architects, EPC players, contractors, and developers.

- Ensure consistent engagement through technical seminars, site visits, and product presentations.

- Drive brand approvals in key projects and specifications.

4. Lead Generation & Pipeline Management

- Drive structured lead generation across the region through TSIs and personal networks.

- Monitor and strengthen project pipelines across segments (industrial, infrastructure, institutional, OEM).

- Ensure prioritization and timely handover of leads to the sales team for conversion

5. Channel & Stakeholder Alignment

- Work closely with distributors and channel partners to leverage local market opportunities.

- Align channel partners with influencer engagement and project tracking initiatives.

- Support in strengthening the regional channel ecosystem.

6. Execution of Market Development Initiatives

- Ensure effective rollout of campaigns, seminars, roadshows, and branding activities.

- Monitor execution quality and ROI of all market development efforts.

- Drive localized initiatives based on regional insights.

7. Market Intelligence & Competitive Tracking

- Track competitor movements, pricing trends, and product positioning.

- Provide actionable insights to Vertical Head and cross-functional teams.

- Identify gaps and recommend strategic interventions.

8. Cross-Functional Coordination

- Coordinate with Sales, Marketing, Product, and Technical teams for seamless execution.

- Support new product introductions and regional adoption strategies.

- Ensure alignment between market development and revenue objectives.

9. Reporting & Performance Management

- Track regional KPIs including leads, influencer coverage, pipeline strength, and conversion support.

- Maintain CRM discipline and reporting accuracy.

- Present periodic business reviews with insights and action plans.

Key Performance Indicators (KPIs)

- Regional lead generation volume & quality

- Influencer coverage and engagement depth

- Project pipeline strength and brand approvals

- Team productivity (TSI performance metrics)

- Contribution to regional sales conversion

- Effectiveness of market development initiatives

Skills & Competencies

- Leadership & team management

- Strategic thinking with execution focus

- Strong networking and relationship-building skills

- Techno-commercial acumen

- Data-driven decision-making

- High ownership and accountability

Success Profile

A high-energy, market-facing leader who can build influence, drive teams, and convert market presence into tangible business opportunities, acting as the on-ground extension of the Vertical Head.