Job DescriptionAVP – Key Accounts · Mumbai · Reports to Head of Sales
NThe mandate
nOur client is a large, listed Indian building materials company with a multi-decade brand, a national retail footprint. Its institutional and large-project business — builders, contractors, architects & PMC firms, and other high-value accounts — has grown organically but without a dedicated owner driving it forward. This role exists to change that: to take a defined set of key accounts and turn them into a managed, growing revenue line, and to open new large accounts that the current channel structure hasn't reached. Done well, within 12–18 months the company has a clear key-account book with predictable, growing revenue, a live pipeline of new large accounts in active conversion, and a repeatable process for identifying, pursuing and servicing this segment that outlives any one person.
NWhat you will own
n
- N
- Manage and grow revenuefrom an assigned portfolio of existing key and institutional accounts, with clear account-level targets. N
- Identify,



pursue and close recent key accounts — builders, large contractors, and institutional buyers — expanding the account base beyond what the existing dealer network covers. N
- Build and maintain relationships with architects & PMC firms and specification influencers who route large-project business. N
- Own the specification-to-order journey for key accounts: from initial project engagement through commercial negotiation to order execution and after-sales servicing. N
- Build a repeatable key-account process — account qualification, pursuit cadence, servicing standards — that can scale beyond your own individual effort. N
- Coordinate with the projects channel, dealer network and manufacturing/plant teams to ensure large orders are serviced reliably and on time. N
- Report account performance, pipeline health and win/loss patterns to the Head of Sales on a regular cadence. N

nWhat you bring
nMust have
N
- n
- 8–12 years

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