Area Manager - Institutional Sales - Building

Durman Colombia SAS (Colombia); Kerala; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Durman Colombia SAS (Colombia) seeks a Regional Sales & Key Accounts Leader to drive growth across infrastructure, real estate and project segments in India/Kerala. You will build relations with consultants, developers, EPCs and contractors, develop account plans and coordinate with Product, Supply Chain and Finance for project execution.

You will monitor pipelines, targets and market trends, provide insights to leadership, and lead cross-functional teams to convert opportunities into revenue

Responsibilities

• Drive regional sales and revenue growth through key project accounts.
• Develop and execute regional plans for Projects and Key Accounts.
• Identify opportunities across infrastructure, real estate, commercial and other segments.
• Drive project specifications, approvals and conversion of opportunities.
• Ensure achievement of sales targets.
• Develop and manage relationships with strategic customers, developers, EPCs and contractors.
• Create and implement account plans for identified key customers.
• Understand customer needs and develop engagement strategies.
• Act as primary contact for strategic accounts and resolve issues.
• Drive customer retention and increase share of business.
• Identify and track key projects from enquiry to order.
• Build relationships with consultants, architects and procurement teams.
• Drive product specification at planning stage.
• Monitor pipeline, conversion and revenue.
• Coordinate with internal teams for product availability, pricing and support.
• Monitor market trends and competitive activities.
• Track competitor pricing and market strategies.
• Share market insights with leadership.
• Identify market opportunities and interventions.
• Collaborate with Sales, Product, Supply Chain, Technical and Finance.
• Guide and support team members in project/key account mgmt.
• Coordinate between field teams and central functions.
• Support capability building and knowledge sharing.
• Maintain project and key account data in systems.
• Review funnel, pipeline and performance.
• Submit reports, forecasts and updates on time.
• Drive disciplined sales processes and policy adherence.

Skills

Strategic Mgmt

Project Sales

Business Development

Relationship Management

Commercial Acumen

Negotiation

Influencing Skills

Market Intelligence

Customer Centricity

Business Planning

Execution

Analytical Skills

Problem-Solving

Communication

Stakeholder Management

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.