Job Title
Regional Head – AP (Andhra Pradesh), TG (Telangana), and Karnataka
Location
Bangalore
Role Purpose
Lead and scale the AP (Andhra Pradesh), TG (Telangana), and Karnataka tile adhesives business by driving integrated channel and project sales, strengthening market presence, building a high-performing sales organization, and delivering sustainable revenue and profit growth across retail, project, and institutional segments.
Key Responsibilities
Revenue & P&L Ownership
Own end-to-end P&L for the AP (Andhra Pradesh), TG (Telangana), and Karnataka, including revenue, volume, margin, and cost-to-serve.
Deliver monthly, quarterly, and annual topline and profit targets for Retail (Channel) + Projects.
Track and optimize regional contribution margin, discount levels, and scheme ROI.
Channel & Retail Sales Growth
Drive market penetration, secondary sales, and distributor productivity across AP (Andhra Pradesh), TG (Telangana), and Karnataka.
Strengthen and expand the distributor and dealer network in key districts and tier-2/3 towns.
Ensure effective pricing, scheme execution, visibility, and product push at point of sale.
Monitor credit, collections, and inventory health at distributor level to maintain working capital efficiency.
Build strong relationships with key dealers, distributors, merchants, and influential contractors/masons.
Project & Institutional Sales
Lead project specification and conversion with builders, developers, architects, PMCs, and large contractors.
Drive product approvals, sampling, mock-ups, and site-level conversions for tile adhesives.
Build and maintain a healthy project pipeline with clear conversion timelines and ownership.
Coordinate with technical, supply chain, and finance teams for timely execution and delivery on projects.
Expand presence in premium, institutional, and large-scale project segments.
Team Leadership & Capability Building
Lead and mentor a team of ~20 members (Regional Managers, Area Managers, Territory Managers).
Set clear targets, KPIs, and performance review mechanisms for the entire sales team.
Build a high-performance, accountable, and motivated sales culture with regular coaching and feedback.
Drive talent planning, succession planning, and leadership development within the region.
Ensure rigorous pipeline reviews, business reviews, and performance improvement actions.
Strategy, Market Intelligence & Cross-Functional Execution
Develop region-specific sales strategy, market mapping, and expansion plans for tile adhesives.
Track competitor activities, pricing trends, new product launches, and market intelligence.
Collaborate closely with Marketing, Supply Chain, Finance, and Product teams for scheme design, new launches, and operational excellence.
Ensure strong alignment between channel and project teams to avoid internal conflict and maximize market coverage.
Represent the business at key industry forums, dealer meets, and strategic customer meetings.
Role Specifications
Location: Chennai-based, with extensive travel across amil Nadu & Kerala
Reporting: Reports to VP / Head – Tile Adhesives or National Sales Head.
Travel: High (state visits, distributor reviews, project site visits, dealer meets, industry events).
Team Size: Directly manages ~12 sales professionals (Regional/Area/Territory Managers).
Scope: P&L ownership for AP (Andhra Pradesh), TG (Telangana), and Karnataka tile adhesives business (Retail + Projects).
Tools: Must be tech-savvy and proficient in MS Office (Excel, PowerPoint, Word); comfortable using CRM and ERP/distributor management systems; able to quickly adapt to new digital tools and sales tech.
Cross-functional Collaboration: Works closely with Marketing, Technical Service, Supply Chain, Finance, and Credit teams.
Desired Candidate Profile
Experience: 12–20 years in sales/channel/project sales in Tile Adhesives, Construction Chemicals, Building Materials, or related verticals, with at least 5–7 years in a regional leadership role (AGM/DGM level).
Track Record: Proven success in scaling tile adhesives or related verticals, delivering double-digit growth, and building high-performing teams.
Functional Strength: Strong expertise in both channel/retail sales and project sales, with P&L ownership.
Leadership: Demonstrated ability to lead large teams (~20+), build culture, and develop talent.
Strategic Mindset: Market expansion oriented, with strong analytical and planning skills.
Education: Bachelor’s degree; MBA in Sales/Marketing or technical degree (Engineering/Chemistry) preferred.
Tech Profile: confident user of MS Office, able to use CRM/ERP effectively and adopt new digital tools
Mobility: Willing to travel extensively across AP (Andhra Pradesh), TG (Telangana), and Karnataka and stay overnight when required.
Key Competencies
Technical Competencies
In-depth knowledge of tile adhesives, grouts, and construction chemicals; understanding of product specifications and application standards.
Familiarity with tile laying systems, substrate preparation, and common site challenges.
Understanding of project specification processes, approvals, and tender documentation.
Functional Competencies
P&L management and commercial acumen (revenue, margin, cost-to-serve).
Channel strategy, distributor management, and trade marketing.
Project sales lifecycle management from identification to conversion.
CRM and data-driven pipeline management using standard tools.
Business Competencies
Regional market planning and expansion strategy.
Competitive strategy and pricing/margin management.
Working capital management, credit control, and inventory health.
Business acumen to balance growth, profitability, and risk.
Leadership Competencies
Large-team leadership and organizational design.
Talent development, succession planning, and coaching.
Performance management and culture building (accountability, results, integrity).
Cross-functional influence and stakeholder management.
Strategic thinking and change management.
Behavioural Competencies
Result orientation and strong ownership of regional outcomes.
Strong communication and negotiation skills.
Adaptability to diverse markets and customer segments.
Integrity, ethical conduct, and compliance mindset.
Resilience and ability to perform under pressure.
Success Metrics
Revenue & Profit: Achievement of regional revenue, volume, and margin targets (monthly/quarterly/annual) and YoY growth %.
Channel Productivity: Average sales per distributor/dealer, number of active outlets, and growth in coverage.
Project Conversion: Number and value of projects converted, pipeline-to-order conversion rate, and average time-to-conversion.
Market Share: Change in market share in key districts/segments vs. baseline.
Distributor Health: Inventory turnover ratio, stock-out incidence, and compliance with credit limits.
Team Performance: Attainment of team (Regional/Area/Territory Managers) against targets and retention rate.
Culture & Capability: Completion of development plans, internal promotion rate, and engagement scores.
Scheme ROI: Return on trade spend and scheme utilization rate.