Area Manager - Institutional Sales - Building

IPEX by Aliaxis; Ernakulam; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

IPEX by Aliaxis is seeking a dynamic Regional Project & Key Accounts Manager to drive profitable business growth across the region by developing and managing strategic project accounts and key stakeholders. The role requires building strong relationships with customers, consultants, developers, contractors and project influencers to achieve regional sales and revenue targets.

You will lead account planning, identify opportunities across infrastructure and real estate, and coordinate with

Qualifications

• Experience in B2B regional sales or business development for infrastructure, real estate, or project-driven segments.
• Ability to build and manage strategic accounts, develop account plans, and drive revenue growth.
• Strong understanding of market dynamics, competitive landscape and customer needs.

Responsibilities

• Drive regional sales and revenue growth through key project accounts management.
• Develop and execute regional business plan for Projects and Key Accounts.
• Identify new business opportunities across infrastructure, real estate, commercial and other project segments.
• Drive project specifications, product approvals and conversion of opportunities into business.
• Ensure achievement of monthly, quarterly and annual sales targets.
• Develop and manage relationships with strategic customers, EPCs, contractors and other key accounts.
• Create and implement account plans for identified key customers.
• Understand customer business needs and develop long-term engagement strategies.
• Act as primary contact for strategic accounts and resolve customer issues.
• Drive customer retention and increase share of business within key accounts.
• Identify and track key projects from enquiry to order conversion.
• Build relationships with consultants, architects, project heads and procurement teams.
• Drive product specification and ensure brand consideration at planning stage.
• Monitor project pipeline and revenue expectations.
• Coordinate with internal teams for product availability and pricing.
• Monitor market trends, customer requirements and competitive activities.
• Share market insights with leadership and identify opportunities.
• Collaborate with Sales, Product, Supply Chain, Technical, and Finance teams.
• Maintain accurate project and key account data in systems.
• Review sales funnel and forecast regularly.

Skills

Strategic Account Management

Project Sales

Relationship Management

Commercial Acumen

Negotiation

Market Intelligence

Customer Centricity

Business Planning & Execution

Analytical & Problem-Solving

Stakeholder Management

Job description

Job Description:

Role Purpose

To drive profitable business growth across the region by developing and managing strategic project accounts and key stakeholders. The role will be responsible for building strong relationships with key customers, consultants, developers, contractors and project influencers, while ensuring achievement of regional sales, revenue and business development objectives.

Key Responsibilities

1. Business Growth & Sales

• Drive regional sales and revenue growth through effective management of key project accounts.
• Develop and execute the regional business plan for Projects and Key Accounts.
• Identify new business opportunities across infrastructure, real estate, commercial and other project segments.
• Drive project specifications, product approvals and conversion of identified opportunities into business.
• Ensure achievement of monthly, quarterly and annual sales targets.

2. Key Account Management

• Develop and manage strong relationships with strategic customers, developers, EPCs, contractors and other key accounts.
• Create and implement account plans for identified key customers.
• Understand customer business needs and develop long-term engagement strategies.
• Act as the primary point of contact for strategic accounts and ensure effective resolution of customer issues.
• Drive customer retention and increase share of business within key accounts.

3. Project & Stakeholder Management

• Identify and track key projects in the region from enquiry to order conversion.
• Build strong relationships with consultants, architects, project heads, procurement teams and decision-makers.
• Drive product specification and ensure brand/product consideration at the project planning stage.
• Monitor project pipeline, stage-wise conversion and expected revenue.
• Ensure effective coordination with internal teams for product availability, pricing, technical support and project execution.

4. Market & Competitive Intelligence

• Monitor market trends, customer requirements and competitive activities in the region.
• Track competitor pricing, product offerings, project wins and market strategies.
• Share relevant market insights and business intelligence with the leadership team.
• Identify emerging market opportunities and recommend suitable business interventions.

5. Team & Cross-functional Collaboration

• Collaborate with internal stakeholders including Sales, Product, Supply Chain, Technical and Finance teams to ensure smooth execution of business.
• Guide and support team members, wherever applicable, in project and key account management.
• Drive effective coordination between field teams and central functions.
• Support capability building and knowledge sharing within the team.

6. Sales Governance & Reporting

• Maintain accurate project and key account data in the prescribed systems.
• Review sales funnel, project pipeline, conversion and business performance regularly.
• Ensure timely submission of sales reports, forecasts and business updates.
• Drive disciplined sales processes and adherence to company policies.

Key Performance Indicators (KPIs)

• Regional Sales / Revenue Achievement
• Project Business Growth
• Key Account Revenue & Retention
• Project Pipeline & Conversion
• New Account / New Project Acquisition
• Specification and Project Conversion
• Customer Engagement and Relationship Development
• Gross Margin / Contribution, as applicable
• Forecast Accuracy
• Collection / DSO, wherever applicable

Skills and Competencies

Key Competencies

• Strategic Account Management
• Project Sales & Business Development
• Relationship Management
• Commercial Acumen
• Negotiation & Influencing Skills
• Market Intelligence
• Customer Centricity
• Business Planning & Execution
• Analytical and Problem-Solving Skills
• Strong Communication and Stakeholder Management

Role Expectations

• Strong ownership for regional business growth.
• Ability to build and leverage a strong stakeholder network.
• High customer orientation and commercial mindset.
• Ability to operate in a dynamic, target-driven B2B environment.
• Strong execution focus with the ability to convert business opportunities into revenue.

Requirements: