1. Strategic Marketing & Business Growth

- Develop and implement marketing strategies to drive sales growth across all business segments.

- Identify new business opportunities, emerging market needs, and expansion areas within institutional and key account markets.

- Plan annual sales & marketing budgets, forecasts, and growth targets aligned with company objectives.

2. Institutional & Key Account Management

- Build and nurture long-term relationships with key accounts, large institutions, architects, consultants, project management companies, and influencers.

- Lead institutional sales initiatives by tapping hospitals, schools, colleges, corporates, IT parks, canteens, and government establishments.

- Ensure customer satisfaction, timely project completion, and retention of strategic accounts.

- Negotiate high-value deals and finalize commercial terms with major clients.

3. Sales Leadership & Team Management

- Lead, mentor, and motivate field and backend sales teams across India.

- Set sales targets, define KPIs, and ensure consistent performance through monitoring, reviews, and corrective actions.

- Build a high-performing sales organization through training, skill development, and performance coaching.

- Foster a goal-driven, collaborative, and customer-first culture.

4. Marketing Communication & Brand Promotion

- Oversee development of marketing collaterals, digital presence, product catalogues, presentations, and promotional campaigns.

- Drive participation in trade shows, exhibitions, institutional meets, and industry networking events.

- Align marketing communication with brand values and product positioning in each vertical segment.

5. Product Strategy & Market Insights

- Work with product development teams to guide recent product introductions based on market trends and customer requirements.

- Provide structured market intelligence on competition, pricing, customer preferences and industry developments.

- Ensure product line relevance, pricing strategy, and margin optimization.

6. Cross-Functional Coordination

- Collaborate with operations, supply chain, design, and installation teams to ensure seamless order execution.

- Coordinate with finance for quotation approvals, credit management, and receivables follow-up.





- Work with R&D; and design teams to refine solutions for large institutional projects.

7. Revenue, Profitability & Performance Management

- Achieve monthly, quarterly, and annual revenue targets consistently.

- Ensure healthy gross margins and product mix optimization.

- Monitor sales funnels, conversion ratios, and institutional project pipelines.

- Prepare management reports on sales performance, forecasts, and strategic initiatives.

Requirements

1. Educational Qualifications

- Bachelor’s degree in Business Administration, Marketing, Engineering, or a related discipline.

- MBA / PGDM in Marketing or Sales is strongly preferred.

- Additional certifications in Sales Leadership, Key Account Management, or Strategic Marketing are an advantage.

2. Professional Experience

- 18–20 years of progressive experience in B2B / institutional sales and marketing.

- Minimum 5–7 years in a senior leadership role (GM / DGM / National Sales Head).

- Proven experience in commercial furniture, interiors, building materials, healthcare products, or project-based B2B businesses.

- Robust exposure to institutional sales models, key account management, and large project negotiations.

- Demonstrated track record of driving revenue growth, market expansion, and team scaling.

3. Domain & Industry Knowledge

- Deep understanding of healthcare, education, corporate office, and cafeteria institutional buying behavior.

- Knowledge of project-based selling, tendering processes, and institutional procurement cycles.

- Familiarity with working alongside architects, consultants, PMCs, contractors, and facility managers.

- Awareness of manufacturing constraints, lead times, cost structures, and customization requirements in furniture businesses.

4. Leadership & People Management Skills

- Strong ability to build, lead, and inspire multi-regional sales teams.





- Experience in defining KRAs, KPIs, incentive structures, and performance review mechanisms.

- Capability to mentor mid-level managers and create leadership succession.

- Proven change-management skills in growing or restructuring sales organizations.

5. Strategic & Analytical Skills

- Ability to translate business objectives into clear sales & marketing strategies.

- Strong analytical mindset with expertise in forecasting, pipeline management, and market analysis.

- Comfortable with pricing strategy, margin management, and P&L; responsibility.

- Data-driven decision-making using CRM and sales analytics tools.

6. Commercial & Negotiation Expertise

- Expertise in handling high-value institutional negotiations and contract closures.

- Strong understanding of commercial terms, credit policies, payment cycles, and risk mitigation.

- Ability to balance customer expectations with company profitability.

7. Communication & Stakeholder Management

- Excellent verbal and written communication skills.

- Ability to present business plans, forecasts, and performance updates to Board, Directors, and senior management.

8. Marketing & Brand Orientation

- Strategic exposure to brand building in B2B environments.

- Experience in overseeing marketing communication, exhibitions, institutional events, and digital marketing initiatives.

- Ability to align brand messaging with sales objectives.

9. Technology & Systems Exposure

- Hands-on experience with CRM systems, ERP coordination, sales dashboards, and MIS reporting.

- Comfort with digital lead generation tools and data-driven sales processes.

10. Personal Attributes

- Results-oriented, decisive, and execution-focused.

- High integrity, professionalism, and ownership mindset.

- Robust problem-solving and conflict-resolution abilities.

- Willingness to travel extensively across regions and key accounts.

11. Success Indicators for the Role

- Consistent achievement of annual revenue and growth targets.

- Expansion of key accounts and institutional footprint.

- Improved brand visibility and market positioning.

- Strong, stable, and high-performing sales & marketing team.

📌 General Manager - Marketing (Coimbatore)
🏢 Important Group
📍 Coimbatore