AVP – Key Accounts · Mumbai · Reports to Head of Sales
The mandate
Our 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 transparent 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.
What you will own
- Manage and grow revenue from an assigned portfolio of existing key and institutional accounts, with clear account-level targets.
- Identify, pursue and close current key accounts — builders, large contractors,



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

What you bring
Must have
- 8–12 years in B2B/institutional sales within the building materials industr

📌 AVP- Key Accounts (India)
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📍 India