JOB DESCRIPTION
Assistant Manager – Business Development (Architect Relations & Project Sales)
Company: Somany Ceramics Ltd.
Location: Jaipur, Rajasthan
Territory: Entire Rajasthan
Department: Sales & Business Development
Reporting To: Regional Sales Manager / Business Head
1. Role Purpose
To drive business development for Somany Ceramics across Rajasthan by establishing and nurturing strategic relationships with leading architects, renowned architectural firms, interior designers, and key project influencers.
The role will focus on leveraging an established architect network to generate qualified project leads, influence product specifications, develop premium residential and commercial project opportunities, and convert architect-driven engagements into measurable business growth for Somany Ceramics' tile and surface solutions.
The incumbent will be responsible for strengthening Somany's presence within the architectural and interior design community and building a sustainable pipeline of specification-led business across Rajasthan.
2. Key Responsibilities
A. Architect & Interior Designer Relationship Management
Establish, develop, and maintain strong professional relationships with leading architects, prominent architectural firms, interior designers, and design consultants across Rajasthan.
Leverage an existing network of influential architects and interior design professionals, particularly in Jaipur, Udaipur, Jodhpur, Kota, Ajmer, and other key markets.
Identify and engage architects handling premium residences, luxury hotels, hospitality, commercial offices, retail spaces, and large-scale developments.
Conduct regular architect meetings, product presentations, design discussions, and professional engagement activities to strengthen brand preference.
Understand architects' project requirements, material preferences, design specifications, and upcoming project pipelines to identify business opportunities.
Build long-term relationships that generate repeat specifications, project referrals, and sustainable business growth.
B. Business Development & Project Lead Generation
Identify and develop new business opportunities through architect relationships, interior design firms, project consultants, builders, developers, and other relevant stakeholders.
Generate qualified leads from projects in the conceptualisation, design, planning, tendering, and execution stages.
Develop and maintain a structured pipeline of architect-influenced and project-based business opportunities across Rajasthan.
Assess project potential, decision-making processes, product requirements, timelines, and conversion possibilities to prioritise high-value opportunities.
Coordinate with regional sales teams, dealers, channel partners, and project sales teams to progress leads and facilitate business conversion.
Track opportunities from initial architect engagement and product shortlisting through specification, order generation, and sales closure.
Identify new markets, customer segments, and project categories to expand Somany Ceramics' business footprint.
C. Product Specification & Brand Development
Promote Somany Ceramics' tile and surface portfolio among architects and interior designers for consideration in their design concepts, material selections, and project specifications.
Present relevant product designs, finishes, sizes, applications, and technical features based on project requirements.
Work closely with architects and designers to understand design intent and recommend suitable product solutions within the company's portfolio.
Facilitate product presentations, sample coordination, showroom visits, architect meets, and product knowledge sessions.
Build brand preference among key architectural stakeholders and identify opportunities to position Somany products in premium and high-visibility projects.
Coordinate with internal teams to ensure timely product information, samples, quotations, and other inputs required to advance project opportunities.
D. Strategic Network Development & Market Mapping
Map leading architects, architectural practices, interior design studios, design consultants, and project influencers across Rajasthan.
Develop a structured database of key contacts, firms, active projects, potential business value, and engagement history.
Identify influential architects involved in premium residential developments, luxury hospitality, commercial spaces, retail projects, and institutional developments.
Build relationships with emerging and established architectural practices to expand the company's reach across key markets.
Track architectural trends, competing brands, product preferences, project announcements, and market developments relevant to the business.
Identify opportunities for strategic collaborations, architect engagement programmes, and project-specific product presentations.
E. Business Conversion, Coordination & Reporting
Work towards assigned business development, project pipeline, specification, and sales conversion targets.
Maintain accurate records of architect meetings, qualified leads, project stages, expected business value, and next actions through the prescribed reporting system or CRM.
Monitor the progress of architect-generated leads and follow up with relevant stakeholders to improve conversion.
Coordinate with sales teams and channel partners to support product availability, commercial discussions, quotations, and order closures.
Provide regular updates to management on pipeline health, project opportunities, conversion status, market intelligence, and key account engagement.
Review business development performance periodically and implement corrective actions to improve lead quality and conversion.
3. Role Specifications
Educational Qualification
Graduate in any discipline.
MBA in Marketing, Sales, or Business Development will be preferred.
Relevant Experience
Approximately 4–8 years of experience in business development, architect relations, specification sales, or project sales.
Experience in tiles, ceramics, sanitaryware, premium interior products, flooring, surfaces, or allied building materials will be preferred.
Prior experience engaging with established architects, architectural firms, and interior designers is highly desirable.
Demonstrated ability to generate project opportunities through professional networks and stakeholder relationships is essential.
Territory & Travel Requirements
Based in Jaipur and responsible for business development across Rajasthan.
Willingness to undertake regular travel across the state for architect meetings, project visits, and business development activities.
4. Desired Candidate Profile
Strong existing professional network among leading architects, reputed architectural firms, and prominent interior designers in Rajasthan.
Ability to demonstrate relationships with key architectural decision-makers and provide credible examples of architect-led project opportunities.
Experience in generating qualified project leads and influencing material selection or product specifications.
Good understanding of premium interior products, architectural materials, design applications, and project-based business development.
Strong commercial orientation, with the ability to translate professional relationships into measurable business opportunities.
Comfortable engaging with senior architects, design principals, developers, and project stakeholders.
Self-driven, proactive, and capable of independently managing a state-wide territory.
Strong communication, presentation, negotiation, networking, and stakeholder management skills.
Familiarity with CRM systems, sales pipeline tracking, and business reporting tools will be an advantage.
5. Key Competencies
A. Technical Competencies
Working knowledge of ceramic and vitrified tiles, surface solutions, finishes, sizes, applications, and product attributes.
Understanding of architectural materials, interior design requirements, and product selection considerations.
Ability to present relevant product solutions based on project specifications and design requirements.
Familiarity with product samples, technical literature, product catalogues, and digital presentation tools.
B. Functional Competencies
Architect and interior designer relationship management.
Specification-led business development and project lead generation.
Project pipeline management and opportunity conversion.
Strategic networking and stakeholder engagement.
Market mapping, lead qualification, and competitor intelligence.
Business development planning, follow-up, and reporting.
C. Business Competencies
Revenue and business growth orientation.
Identification of high-potential projects and accounts.
Commercial understanding and opportunity prioritisation.
Territory planning and market development.
Ability to convert relationships into qualified opportunities and business outcomes.
D. Leadership Competencies
Ownership of the assigned Rajasthan territory.
Independent planning and execution of business development activities.
Effective coordination with sales, channel partners, and internal teams.
Accountability for targets, follow-ups, and opportunity progression.
E. Behavioural Competencies
Strong interpersonal and relationship-building skills.
Professionalism and credibility when engaging with senior architects and design professionals.
Persuasion, influencing, and negotiation skills.
Proactive networking and a customer-centric approach.
Persistence, initiative, and a results-oriented mindset.
Integrity, collaboration, adaptability, and effective time management.
6. Success Metrics
Performance will be evaluated against agreed targets and measurable outcomes, including:
Architect network development: Growth in active relationships with leading architects, architectural firms, and interior designers across Rajasthan.
Qualified project leads: Number and quality of project opportunities generated through architect and design networks.
Project pipeline value: Value and stage-wise progression of qualified architect-influenced opportunities.
Product specification and shortlisting: Number of relevant projects in which Somany products are specified, shortlisted, or recommended.
Lead-to-business conversion: Conversion rate and realised business value from architect-generated project opportunities.
Revenue contribution: Achievement of assigned business development and project sales targets.
Stakeholder engagement: Consistency and effectiveness of architect meetings, project visits, presentations, and follow-ups.
Pipeline management: Accuracy of CRM records, forecast quality, timely follow-ups, and opportunity updates.
Market expansion: Development of new architectural accounts, project segments, and business opportunities across Rajasthan.
Note: Quantitative targets for architect engagement, qualified leads, pipeline value, specification opportunities, and revenue should be finalised by the hiring manager based on territory potential and the company's sales plan.