Key Responsibilities

1. Business Growth & Sales

- Drive regional sales and revenue growth through effective management of key project accounts.
- Develop and execute the regional business plan for Projects and Key Accounts.
- Identify new business opportunities across infrastructure, real estate, commercial and other project segments.
- Drive project specifications, product approvals and conversion of identified opportunities into business.
- Ensure achievement of monthly, quarterly and annual sales targets.

1. Key Account Management

- Develop and manage robust relationships with strategic customers, developers, EPCs, contractors and other key accounts.
- Create and implement account plans for identified key customers.
- Understand customer business needs and develop long-term engagement strategies.
- Act as the primary point of contact for strategic accounts and ensure effective resolution of customer issues.
- Drive customer retention and increase share of business within key accounts.

1. Project & Stakeholder Management

- Identify and track key projects in the region from enquiry to order conversion.
- Build strong relationships with consultants, architects, project heads, procurement teams and decision-makers.
- Drive product specification and ensure brand/product consideration at the project planning stage.
- Monitor project pipeline, stage-wise conversion and expected revenue.
- Ensure effective coordination with internal teams for product availability, pricing, technical support and project execution.

1. Market & Competitive Intelligence





- Monitor market trends, customer requirements and competitive activities in the region.
- Track competitor pricing, product offerings, project wins and market strategies.
- Share relevant market insights and business intelligence with the leadership team.
- Identify emerging market opportunities and recommend suitable business interventions.

1. Team & Cross-functional Collaboration

- Collaborate with internal stakeholders including Sales, Product, Supply Chain, Technical and Finance teams to ensure smooth execution of business.
- Guide and support team members, wherever applicable, in project and key account management.
- Drive effective coordination between field teams and central functions.
- Support capability building and knowledge sharing within the team.

1. Sales Governance & Reporting

- Maintain accurate project and key account data in the prescribed systems.
- Review sales funnel, project pipeline, conversion and business performance regularly.
- Ensure timely submission of sales reports, forecasts and business updates.
- Drive disciplined sales processes and adherence to company policies.

Key Performance Indicators (KPIs)




- Regional Sales / Revenue Achievement

- Project Business Growth
- Key Account Revenue & Retention
- Project Pipeline & Conversion
- New Account / New Project Acquisition

- Specification and Project Conversion
- Customer Engagement and Relationship Development
- Gross Margin / Contribution, as applicable

- Forecast Accuracy
- Collection / DSO, wherever applicable

Educational Qualification
- Graduate in any discipline.
- MBA / PGDM in Sales & Marketing will be preferred.

Experience
- 8–12 years of relevant experience in B2B / Project Sales / Key Account Management.
- Experience in building materials, pipes, plumbing, construction, infrastructure or allied industries preferred.
- Proven experience in managing strategic accounts and driving project-led business growth.

Key Competencies
- Strategic Account Management
- Project Sales & Business Development

- Relationship Management

- Commercial Acumen
- Negotiation & Influencing Skills

- Market Intelligence

- Customer Centricity
- Business Planning & Execution
- Analytical and Problem-Solving Skills
- Strong Communication and Stakeholder Management

Role Expectations
- Strong ownership for regional business growth.
- Ability to build and leverage a strong stakeholder network.
- High customer orientation and commercial mindset.
- Ability to operate in a dynamic, target-driven B2B environment.
- Strong execution focus with the ability to convert business opportunities into revenue.

📌 Area Manager - Institutional Sales - Building (Guwahati)
🏢 Ashirvad Pipes Private
📍 Guwahati