ROLE OBJECTIVE

Drive regional business development and sales for Heavy Steel Structures and Multi-Storey Steel Buildings. Identify projects at an early stage, build relationships with decision-makers and consultants, and convert opportunities into profitable orders.

KEY RESPONSIBILITIES

• Market development: Identify greenfield and expansion opportunities across heavy industries, manufacturing, infrastructure, data centres, commercial and institutional buildings.

• Multi-storey opportunities: Develop enquiries for steel-framed offices, hospitals, hotels, educational campuses, commercial complexes and other multi-storey developments.

• Stakeholder engagement: Build relationships with project owners, developers, architects, structural consultants, PMCs, EPC companies and general contractors.

• Early-stage positioning: Engage at concept, design and pre-tender stages; promote company’s capabilities through technical presentations, consultant interactions, plant visits and project references.

• Project qualification: Understand drawings, specifications, BOQs, scope boundaries, project schedules, procurement processes and customer expectations, with support from technical teams.

• Tendering and proposals: Coordinate with Engineering, Estimation and Execution teams to develop technically aligned, competitive proposals covering fabrication, supply and erection, as applicable.

• Sales closure: Lead customer follow-ups and techno-commercial negotiations; secure orders within approved pricing, margins, payment terms and contractual parameters.

• Execution coordination: Ensure complete order handover, align customer commitments with internal schedules, and coordinate erection assessments and pre-tender contractor inputs where required.

• Commercial ownership: Track advances, milestone payments, outstanding collections and bank-guarantee releases with the relevant internal teams.





• Regional marketing and reporting: Develop key accounts, participate in relevant industry events, monitor competitors and maintain accurate CRM records and sales forecasts.

• Senior-level responsibility: Own regional growth plans, lead strategic accounts and major negotiations, and mentor sales colleagues where assigned.

Requirements

QUALIFICATION AND EXPERIENCE

• Preferably a degree in Civil or Mechanical Engineering; an MBA/PGDM in Marketing will be an advantage.

• Typically 5–15+ years of relevant experience, with designation based on capability and track record.

• Strong experience in project sales, building products, construction materials, engineered products or construction solutions.

• Preference for candidates with knowledge of steel structure projects, including fabrication, supply, erection and multi-storey steel construction.

• Proven ability to manage long-cycle sales, multiple stakeholders, technical proposals and commercial negotiations.

• Existing relationships with industrial clients, developers, consultants, PMCs, EPC companies and general contractors will be an advantage.

• Senior candidates should demonstrate successful closure of sizeable project orders and development of strategic accounts or regional markets.

KEY COMPETENCIES

Technical-commercial understanding, relationship management, negotiation, disciplined follow-up, commercial judgement, CRM proficiency and willingness to travel extensively within the assigned region.

KEY PERFORMANCE INDICATORS

• Order booking and achievement of agreed margins.

• Value and quality of the qualified project pipeline.

- Enquiry-to-order conversion.
- Recent customer and strategic-account development.

• Early-stage consultant engagement and project positioning.

- Payment collections and receivables control.
- Accuracy of CRM updates and sales forecasts.

BUSINESS SCOPE

Domestic Heavy Steel Structures and Multi-Storey Steel Buildings.

📌 Sales & Marketing – Heavy Steel Structures & Multi-Storey Steel Buildings(Mumbai)
🏢 XpertReach
📍 Mumbai