Role Purpose
To lead and drive revenue growth from Government and Public Sector opportunities across South India by developing strategic relationships, managing end-to-end B2G sales cycles, and building a high-performing sales team. The role focuses on achieving sustainable business growth through tender-led acquisition, strategic positioning, and deep market engagement within government ecosystems.
Key Responsibilities
Sales Strategy & Execution
Develop and execute a region-specific B2G sales strategy aligned with organizational growth objectives.
Identify and prioritize high-value government opportunities, projects, and accounts across South India.
Drive revenue growth and market penetration within government and public sector segments.
Government Relationship Management
Establish and nurture relationships with key decision-makers, influencers, and stakeholders across government bodies, PSUs, and regulatory authorities.
Position the organization as a preferred partner through consistent engagement and value-driven interactions.
Tender & Bid Management
Identify relevant tenders, RFPs, and government procurement opportunities.
Lead end-to-end bid management including qualification, documentation, pricing, and submission.
Ensure compliance with government procurement norms, policies, and timelines.
Sales Pipeline & Forecasting
Build and manage a robust sales pipeline with clear visibility on opportunities, risks, and closures.
Drive accurate sales forecasting and ensure pipeline health to meet quarterly and annual targets.
Team Leadership & Capability Building
Lead, mentor, and develop the regional sales team to achieve performance goals.
Establish clear KPIs, performance metrics, and accountability frameworks.
Foster a high-performance, customer-centric sales culture.
Market Intelligence & Competitive Analysis
Track market trends, competitor strategies, and policy changes impacting government procurement.
Translate insights into actionable sales strategies and go-to-market plans.
Cross-Functional Collaboration
Collaborate with internal teams (Product, Finance, Legal, Supply Chain) for seamless bid execution and project delivery.
Ensure alignment between client requirements and organizational capabilities.
Revenue & Target Achievement
Meet or exceed assigned revenue targets, order book goals, and profitability metrics.
Ensure efficient conversion of pipeline into confirmed business.
Role Specifications
Location: South India (extensive regional travel required)
Reporting To: Business Head / Chief Sales Officer
Team Size: Regional sales and business development team
Industry Focus: Ceramics / Building Materials / Infrastructure-related sectors
Desired Candidate Profile
Experience:
12–18 years of experience in sales/business development, with strong exposure to B2G (Business-to-Government) sales.
Proven track record of delivering revenue growth in government projects.
Domain Expertise:
Experience in Ceramics, Building Materials, Construction, or Infrastructure sectors preferred.
Strong understanding of South India market dynamics and key government bodies.
Knowledge & Skills:
Deep understanding of government procurement procedures, tendering processes, and compliance requirements.
Strong commercial acumen and negotiation skills.
Ability to manage complex, long-cycle sales processes.
Leadership:
Demonstrated ability to lead and scale high-performing teams.
Strong stakeholder management and influencing skills.
Education:
Bachelor’s degree required; MBA or equivalent is preferred.