Associate Zonal Manager-Kochi (Govt Projects)

Somany Ceramics Ltd.; Ernakulam; Sur place; INR 2 500 000 - 5 000 000; Plein temps

Résumé du poste

Goodfit is seeking an Associate Zonal Manager for Kochi to lead government and public sector opportunities across South India. You will manage end-to-end B2G sales cycles, build strategic relationships with government bodies, and drive revenue growth through tender-led acquisitions and bid management.

The role requires 12–18 years in B2G sales with a proven revenue track, deep domain knowledge in ceramics/building materials, and strong leadership to scale a regional team.

Qualifications

• 12–18 years of sales/business development experience in B2G settings.
• Proven track record of revenue growth in government projects.
• Strong exposure to Ceramics/Building Materials/Infrastructure sectors is a plus.
• Deep knowledge of South India government bodies and procurement processes.
• Ability to manage long-cycle government deals and multi-stakeholder negotiations.
• Demonstrated leadership and ability to scale regional teams.

Responsabilités

• Develop and execute a region-specific B2G sales strategy for South India.
• Lead end-to-end bid management including qualification, documentation, pricing and submission.
• Establish and nurture relationships with government decision-makers and regulators.
• Forecast pipeline, meet quarterly/annual targets and drive revenue growth.
• Collaborate with Product, Finance, Legal and Supply Chain for bids and delivery.
• Mentor regional sales team and drive KPI-based performance.

Connaissances

B2G sales

Government procurement

Strategic planning

Negotiation

Leadership

Territory management

Formation

Bachelor's degree

MBA preferred

Description du poste

Associate Zonal Manager-Kochi (Govt Projects)

To lead and drive revenue growth from Government and Public Sector opportunities across South India by developing strategic relationships, managing end-to-end B2G sales cycles, and building a high-performing sales team. The role focuses on achieving sustainable business growth through tender-led acquisition, strategic positioning, and deep market engagement within government ecosystems.

Key Responsibilities

Sales Strategy & Execution

Develop and execute a region-specific B2G sales strategy aligned with organizational growth objectives.

Identify and prioritize high-value government opportunities, projects, and accounts across South India.

Drive revenue growth and market penetration within government and public sector segments.

Government Relationship Management

Establish and nurture relationships with key decision-makers, influencers, and stakeholders across government bodies, PSUs, and regulatory authorities.

Position the organization as a preferred partner through consistent engagement and value-driven interactions.

Identify relevant tenders, RFPs, and government procurement opportunities.

Lead end-to-end bid management including qualification, documentation, pricing, and submission.

Ensure compliance with government procurement norms, policies, and timelines.

Build and manage a robust sales pipeline with clear visibility on opportunities, risks, and closures.

Drive accurate sales forecasting and ensure pipeline health to meet quarterly and annual targets.

Team Leadership & Capability Building

Lead, mentor, and develop the regional sales team to achieve performance goals.

Establish clear KPIs, performance metrics, and accountability frameworks.

Track market trends, competitor strategies, and policy changes impacting government procurement.

Translate insights into actionable sales strategies and go-to-market plans.

Cross-Functional Collaboration

Collaborate with internal teams (Product, Finance, Legal, Supply Chain) for seamless bid execution and project delivery.

Ensure alignment between client requirements and organizational capabilities.

Revenue & Target Achievement

Meet or exceed assigned revenue targets, order book goals, and profitability metrics.

Ensure efficient conversion of pipeline into confirmed business.

Role Specifications

Reporting To: Business Head / Chief Sales Officer

Team Size: Regional sales and business development team

Industry Focus: Ceramics / Building Materials / Infrastructure-related sectors

Desired Candidate Profile

Experience:

12-18 years of experience in sales/business development, with strong exposure to B2G (Business-to-Government) sales.

Proven track record of delivering revenue growth in government projects.

Domain Expertise:

Experience in Ceramics, Building Materials, Construction, or Infrastructure sectors preferred.

Strong understanding of South India market dynamics and key government bodies.

Knowledge & Skills:

Deep understanding of government procurement procedures, tendering processes, and compliance requirements.

Strong commercial acumen and negotiation skills.

Ability to manage complex, long-cycle sales processes.

Leadership:

Demonstrated ability to lead and scale high-performing teams.

Strong stakeholder management and influencing skills.

Education:

Bachelor's degree required; MBA or equivalent is preferred.