We are looking for Institutional Sales Manager for Macaw Paints for Guwahati , Patna , Ranchi and Bhubaneswar location.

Job Summary The Institutional Sales Manager will be responsible for driving sales growth of decorative and industrial paint products through institutional customers such as real estate developers, government bodies, infrastructure projects, architects, consultants, contractors, educational institutions, hospitals, hotels, and corporate accounts. The role involves business development, key account management, project tracking, specification selling, tender participation, and building long-term relationships with stakeholders.

Key Responsibilities

Sales & Business Development

- Develop and execute institutional sales strategies to achieve revenue and profitability targets.
- Identify and acquire new institutional customers across construction, infrastructure, industrial, government, and commercial segments.
- Generate business from large projects, builders, developers, EPC contractors, and consultants.
- Drive product specification and approval with architects, consultants, and project stakeholders.
- Track upcoming projects and convert opportunities into business.

Key Account Management

- Build and maintain solid relationships with institutional clients and decision-makers.
- Manage existing accounts to maximize sales potential and customer retention.
- Conduct regular business reviews with key customers.
- Resolve customer concerns and ensure high levels of satisfaction.

Tender & Project Management

- Monitor government and private sector tenders.
- Prepare techno-commercial proposals and participate in tender submissions.
- Negotiate commercial terms, contracts, and pricing agreements.




- Coordinate with project teams for timely execution and supply.

Market Development

- Gather market intelligence on competitors, pricing, product trends, and customer requirements.
- Identify new market opportunities and growth sectors.
- Recommend new products and solutions based on customer needs.

Internal Coordination

- Collaborate with Marketing, Technical Services, Supply Chain, and Finance teams.
- Ensure timely product deliveries, payment collections, and project support.
- Coordinate site trials, demonstrations, and technical presentations.

Financial & Collection Management

- Achieve sales, margin, and collection targets.
- Monitor receivables and ensure timely payment collection.
- Control credit exposure and maintain healthy account profitability.

Key Performance Indicators (KPIs)

- Institutional sales revenue achievement
- New account acquisition
- Project conversion ratio
- Tender success rate
- Product specification approvals
- Collection efficiency and outstanding management
- Customer retention and satisfaction
- Contribution margin achievement

Qualification & Experience

Education

- Bachelor's Degree in Business, Marketing, Engineering, or related field.
- MBA (Sales/Marketing) preferred.

Experience

- 5–12 years of experience in Institutional/B2B Sales within the Paints, Building Materials, Construction Chemicals, Coatings, or related industries.
- Proven experience in handling institutional accounts, builders, contractors, architects, and government projects.
- Experience in tender management and project sales preferred.

Pay: ₹800,000.00 - ₹1,100,000.00 per year

Benefits

- Cell phone reimbursement
- Food provided
- Provident Fund

Work Location: In person

📌 Manager Business Development- Paints (Guwahati)
🏢 Shyam Steel Industries
📍 Guwahati