Location: Gurgaon, Haryana
Department: Projects Sales
Reporting To: Territory Manager / Area Sales Manager – Projects
ROLE PURPOSE
The Senior Territory Sales Executive – Projects is responsible for driving project sales growth and market penetration for Somany Ceramics across Gurgaon and NCR by influencing specifications, developing strategic relationships with project stakeholders, tracking project opportunities, and converting specifications into business. The role plays a critical part in strengthening Somany's presence within the builder, architect, consultant, contractor, and institutional ecosystem while ensuring achievement of sales, profitability, and collection objectives.
KEY RESPONSIBILITIES
1. Project Sales & Business Development
• Achieve monthly, quarterly, and annual sales targets.
• Develop and execute territory business plans.
• Identify opportunities across residential, commercial, hospitality, healthcare, retail, education, industrial, and infrastructure projects.
• Generate sustainable project pipelines.
• Increase market share within the assigned territory.
2. Specification Management & Influencer Engagement
• Develop relationships with architects, interior designers, consultants, PMCs, and key decision-makers.
• Drive product specifications and approvals.
• Conduct technical presentations and product demonstrations.
• Promote premium and newly launched products.
• Monitor competitor specifications and implement counter-strategies.
3. Builder, Developer & Contractor Management
• Build strategic relationships with builders, developers, contractors, procurement heads, and project owners.
• Identify direct project opportunities and institutional business prospects.
• Ensure smooth project engagement from concept stage to completion.
4. Project Tracking & Opportunity Conversion
• Track projects from conceptualization through completion.
• Maintain comprehensive project intelligence and stakeholder mapping.
• Monitor government, institutional, and private tender opportunities.
5. Channel Partner Development
• Strengthen relationships with dealers and distributors.
• Drive project billing through authorized channel partners.
• Ensure product availability and supply chain coordination.
6. Collections & Commercial Excellence
• Ensure timely collections and compliance with credit policies.
• Monitor receivables and reduce overdue outstanding amounts.
7. Market Intelligence & Competitive Analysis
• Track competitor activities, pricing trends, and market developments.
• Identify emerging project opportunities and construction trends.
8. Reporting & CRM Management
• Maintain accurate project pipelines and customer records.
• Update CRM systems regularly.
• Submit periodic sales, collection, and activity reports.
ROLE SPECIFICATIONS
Education: Graduate in any discipline; MBA/PGDM preferred.
Experience: 4–8 years in Project Sales, Institutional Sales, Specification Sales, or B2B Sales.
DESIRED CANDIDATE PROFILE
• Established network with architects, builders, developers, contractors, consultants, and PMCs.
• Demonstrated success in specification generation and project conversion.
• Strong commercial acumen and negotiation skills.
KEY COMPETENCIES
Functional: Project Sales Management, Specification Selling, Business Development, Key Account Management, CRM.
Business: Commercial Acumen, Revenue Growth, Market Development.
Behavioural: Relationship Building, Influencing, Customer Centricity, Problem Solving.
Leadership: Ownership, Strategic Thinking, Decision Making, Stakeholder Management.
SUCCESS METRICS
• Sales Target Achievement
• Project Pipeline Value and Conversion Rate
• Specification Wins
• New Customer Acquisition
• Collection Efficiency
• Market Share Growth
Territory Coverage: Gurgaon, Delhi NCR, Noida, Greater Noida, Faridabad, Manesar, Sohna.
Compensation & Benefits:
• Competitive Fixed Compensation
• Performance-Linked Incentive Plan
• Travel & Communication Reimbursement
• Career Advancement Opportunities