Associate Zonal Manager- Government Project Sales -Punjab

Job Description – Government Project Sales

Company: Somany Ceramics Limited
Function: Sales – Government Projects
Location: Jalandhar / Ludhiana, Punjab
Territory: Entire Punjab
Designation:  AZM/Manager – Government Projects

1. Role Purpose

To drive government and institutional project business across Punjab by identifying upcoming projects, developing specifications, managing tender opportunities, building relationships with key stakeholders, and converting projects into profitable sales for Somany Ceramics.

The role will own the project sales cycle from project identification and specification to tender participation, negotiation, order conversion and execution, while developing a sustainable government-project pipeline across the territory.

2. Key Responsibilities

Government & Institutional Project Development

Develop and execute the government project sales strategy for the assigned territory covering entire Punjab.

Identify and track upcoming government, PSU and institutional projects from the early planning/specification stage.

Build a robust project pipeline covering government departments, authorities, PSUs and institutional projects.

Generate business opportunities through government departments, consultants, architects, contractors, developers, tender portals and project networks.

Develop relationships with relevant PWD, municipal bodies, development authorities, government institutions, PSUs and other project stakeholders.

Tender & Project Management

Track government tenders, project specifications, BOQs, budgets, timelines and procurement requirements.

Identify relevant tender opportunities and coordinate with internal teams for timely participation.

Drive specification, product approval and brand empanelment opportunities wherever applicable.

Coordinate tender documentation, commercial submissions, technical requirements and negotiations.

Manage the complete project-sales cycle from lead generation through specification → tender → negotiation → order conversion → execution.

Ensure timely follow-up on project milestones and minimize business leakage.

Business Development & Sales

Achieve assigned sales, collection, project conversion and new-business targets.

Develop and maintain relationships with key contractors, consultants, architects and institutional buyers.

Work with channel partners, dealers and distributors to facilitate project execution and product availability.

Identify opportunities for cross-selling and strengthening Somany's presence in government/institutional projects.

Conduct regular market mapping and identify white-space opportunities across Punjab.

Stakeholder & Internal Coordination

Build strong working relationships with internal Projects, Sales, Marketing, Commercial, Logistics and Customer Service teams.

Coordinate closely with channel partners for order execution, supply and customer servicing.

Resolve project-related commercial, technical and execution issues through appropriate internal coordination.

Maintain accurate project data, opportunity status and sales forecasts.

Market Intelligence

Monitor competitor activities, pricing, product positioning, specifications and project wins/losses.

Track market trends and government infrastructure spending relevant to the assigned territory.

Provide regular market intelligence and actionable inputs to management.

MIS & Reporting

Maintain an updated project pipeline and opportunity tracker.

Provide regular reports on project status, tender opportunities, expected business, order conversion and collections.

Maintain accurate sales forecasts and ensure timely reporting of risks and opportunities.

3. Role Specifications

Education:
Graduate/MBA in Sales & Marketing or equivalent qualification.

Experience:

5–12 years of relevant experience in Government Projects / Institutional Sales / Project Sales.

Experience in ceramic tiles, building materials or allied construction products preferred.

Candidates with strong government-project exposure in Punjab and an established stakeholder network will have an advantage.

Territory Exposure:

Strong understanding of the Punjab market.

Willingness to travel extensively across Punjab as required by project and business needs.

4. Desired Candidate Profile

The ideal candidate should have:

Proven experience in Government / Institutional / Project Sales.

Strong understanding of government procurement and tender-driven business.

Exposure to PWD, government departments, PSUs, municipal bodies, development authorities or institutional projects.

Ability to identify projects at an early stage and influence product specifications.

Strong network among contractors, consultants, architects and relevant project stakeholders.

Demonstrated ability to convert project leads into orders and revenue.

Strong commercial understanding, negotiation skills and business-development orientation.

Ability to independently manage a large territory and maintain a healthy project pipeline.

Strong communication, presentation and relationship-management skills.

High ownership, integrity and result orientation.