Area Sales Manager – Project Sales
Location: Chennai
Role Purpose
To lead and drive Project Sales business across the assigned region by developing strong relationships with architects, consultants, builders, contractors and project stakeholders. The role will be responsible for achieving project sales targets, generating new business opportunities, increasing product penetration and ensuring strong brand presence across key projects.
Key Responsibilities
Develop and execute regional project sales strategies to achieve business and revenue targets.
Identify and develop new project opportunities across residential, commercial, hospitality, institutional and infrastructure segments.
Build strong relationships with architects, consultants, builders, developers, contractors and other key project influencers.
Generate project leads through market mapping, project tracking and regular market visits.
Drive product specifications and ensure brand inclusion in project BOQs and specifications.
Manage the complete project sales cycle from lead generation and specification to negotiation, order closure and execution.
Identify upcoming projects and maintain a strong project pipeline for sustainable business growth.
Develop relationships with key decision-makers and influencers to secure project business.
Coordinate with dealers, distributors and internal sales teams for seamless project execution and order fulfilment.
Drive product presentations, samples, mock-ups and technical/product demonstrations at project sites and with key stakeholders.
Monitor project progress, competitor activities, pricing, product trends and market developments.
Develop strategies to counter competitor offerings and improve brand share in projects.
Ensure effective follow-up on quotations, negotiations, commercial discussions and order closures.
Coordinate with supply chain, dispatch, technical, marketing and finance teams to ensure timely project execution.
Ensure adherence to company credit policies, commercial guidelines, discount structures, SOPs and authorization matrix.
Develop and maintain regular project-wise MIS, sales forecasts, pipeline reports and market intelligence.
Drive institutional and large-project business opportunities and contribute to regional growth.
Lead, mentor and monitor the performance of the project sales team.
Set KRAs, review productivity and ensure achievement of individual and team targets.
Develop a strong second line of leadership within the team.
Contribute to annual business planning and regional project sales strategy.
Role Specifications
Qualification: MBA preferred
Experience: 14–16 years
Industry Preference: Building Materials / Tiles / Ceramics / Allied Building Material Industry
Role Exposure: Project Sales, Institutional Sales, Specification Sales, Channel Management, Business Development and Team Leadership.
Desired Candidate Profile
Proven experience in leading Project Sales / Institutional Sales operations in the building materials industry.
Strong experience in handling large projects and driving specification-led sales.
Established relationships with architects, consultants, builders, developers, contractors and project stakeholders.
Strong understanding of the project sales cycle, including lead generation, specification, BOQ, negotiation and order closure.
Experience in handling large territories and achieving aggressive sales targets.
Strong project mapping and pipeline management capabilities.
Demonstrated ability to identify new markets and develop high-value project opportunities.
Strong commercial acumen with an understanding of pricing, margins, credit and negotiations.
Excellent market intelligence and competitor mapping capabilities.
Strong team leadership, mentoring and performance-management skills.
Ability to collaborate effectively with cross-functional teams for successful project execution.
High ownership, result orientation and ability to independently drive regional project business.
Key Success Measures
Achievement of regional project sales targets.
Value and quality of project pipeline generated.
Number and value of projects specified/converted.
New architect, consultant, builder and contractor relationships developed.
Project order conversion and repeat business.
Growth in brand/product specification and market share.
Team productivity and achievement of individual KRAs.
Timely execution and closure of identified project opportunities.