Job Title
Area Sales Manager – Private Projects
Role Purpose
To drive sales growth and achieve assigned revenue targets within the designated territory by developing and managing relationships with architects, builders, contractors, interior designers, and key project stakeholders. The role is responsible for project identification, specification generation, business conversion, collection management, and ensuring superior customer engagement to maximize market share and project sales performance.
Key Responsibilities
Business Development & Project Sales
Identify, track, and develop a pipeline of ongoing, upcoming, and high-potential projects within the assigned territory.
Build and maintain strong relationships with architects, builders, contractors, developers, consultants, interior designers, and other key decision-makers to generate specifications and business opportunities.
Drive specification sales by promoting company products through presentations, product demonstrations, technical discussions, and sample placements.
Ensure timely submission of product samples, specifications, technical documents, and project-related information to influencers and customers.
Monitor project progress and proactively engage stakeholders to maximize conversion opportunities.
Sales Performance & Revenue Achievement
Achieve assigned sales volume, revenue, and collection targets for the territory.
Develop and execute territory-specific sales plans to increase market penetration and project business.
Ensure a structured call plan and maintain regular engagement with key influencers and project stakeholders.
Generate new business opportunities through customer acquisition, market mapping, and relationship expansion.
Relationship Management
Develop and maintain a robust network of architects, contractors, builders, developers, and interior designers.
Expand the active influencer base by onboarding new contacts and strengthening engagement with existing stakeholders.
Classify and prioritize customers and influencers based on business potential, project pipeline, and revenue contribution.
Ensure consistent visibility of company products through sample displays, product presentations, and specification activities.
Project Monitoring & Conversion
Regularly visit project sites to monitor project status, specification implementation, and business conversion opportunities.
Coordinate with channel partners and internal teams to ensure seamless execution of project requirements.
Provide regular updates to reporting managers on project pipeline, business opportunities, competitive activities, and conversion status.
Customer Service & Cross-Functional Coordination
Collaborate with Technical Services, Customer Service, Supply Chain, and Operations teams to resolve customer concerns and ensure a superior customer experience.
Ensure timely resolution of customer complaints and project-related issues.
Support product launches, marketing initiatives, and promotional activities within the assigned territory.
Collections & Compliance
Ensure timely collection of outstanding payments and adherence to company credit policies.
Monitor receivables and coordinate with customers and internal stakeholders for timely payment realization.
Maintain accurate records, CRM updates, sales reports, project databases, and other business documentation.
Ensure compliance with company policies, processes, and ethical business practices.
Role Specifications
Criteria
Requirement
Qualification
MBA (Marketing) / Graduate in any discipline
Experience
Minimum 7 years of experience in Project Sales, preferably in Building Materials, Ceramics, Tiles, Sanitaryware, Bath Fittings, Construction Materials, Paints, Electricals, or allied industries
Reporting To
Regional Sales Manager / Zonal Sales Manager
Location
As per business requirement
Travel
Extensive travel within assigned territory
Desired Candidate Profile
Proven experience in project sales and specification selling.
Strong network within the architect, builder, contractor, developer, and interior designer community.
Demonstrated success in achieving sales and collection targets.
Strong understanding of the construction, real estate, and building materials ecosystem.
Experience in territory management, business development, and customer relationship management.
Proficiency in CRM systems, Microsoft Excel, PowerPoint, and sales reporting tools.
Excellent communication, presentation, negotiation, and stakeholder management skills.
Self-driven, result-oriented, and capable of working independently in a dynamic environment.