AVP- Key Accounts - Building Materials

Love Pangolin; Mumbai; On-site; INR 4,000,000 - 6,500,000; Full time

Job summary

Love Pangolin in Mumbai seeks an AVP - Key Accounts to transform a portfolio of strategic customers into a growing revenue line. The role involves owning senior accounts, closing large-value contracts, and building relationships with architects, PMC firms, and major contractors.

The ideal candidate has extensive B2B sales experience in building materials, with proven ability to drive account growth, pipeline development, and cross-functional coordination across projects, dealers, and

Qualifications

• 8-12 years in B2B/institutional sales within the building materials industry, with direct ownership of key or institutional accounts.
• Proven track record of personally closing large-value accounts (project or institutional scale).
• Experience working with architects, PMC firms, contractors or builders as a route to specification and order conversion.

Responsibilities

• Manage revenue from an assigned portfolio of existing key and institutional accounts with clear targets.
• Identify, pursue and close new key accounts, expanding the base beyond existing dealer networks.
• Build and maintain relationships with architects, PMC firms and specification influencers.
• Own the specification-to-order journey from engagement to order execution and after-sales servicing.
• Build a repeatable key-account process that can scale beyond one person.
• Coordinate with projects channel, dealer network and manufacturing for timely service of large orders.
• Report account performance, pipeline health and win/loss patterns to Head of Sales.

Skills

Key account management

B2B sales

Relationship building

Negotiation

Market knowledge (building materials)

Job description

AVP - Key Accounts · Mumbai · Reports to Head of Sales

The mandate

Our client is a large, listed Indian building materials company with a multi-decade brand, a national retail footprint. Its institutional and large-project business - builders, contractors, architects & PMC firms, and other high-value accounts - has grown organically but without a dedicated owner driving it forward. This role exists to change that: to take a defined set of key accounts and turn them into a managed, growing revenue line, and to open new large accounts that the current channel structure hasn't reached. Done well, within 12-18 months the company has a clear key-account book with predictable, growing revenue, a live pipeline of new large accounts in active conversion, and a repeatable process for identifying, pursuing and servicing this segment that outlives any one person.

What you will own

• Manage and grow revenue from an assigned portfolio of existing key and institutional accounts, with clear account-level targets.
• Identify, pursue and close new key accounts - builders, large contractors, and institutional buyers - expanding the account base beyond what the existing dealer network covers.
• Build and maintain relationships with architects & PMC firms and specification influencers who route large-project business.
• Own the specification-to-order journey for key accounts: from initial project engagement through commercial negotiation to order execution and after-sales servicing.
• Build a repeatable key-account process - account qualification, pursuit cadence, servicing standards - that can scale beyond your own individual effort.
• Coordinate with the projects channel, dealer network and manufacturing/plant teams to ensure large orders are serviced reliably and on time.
• Report account performance, pipeline health and win/loss patterns to the Head of Sales on a regular cadence.

What you bring

Must have

• 8-12 years in B2B/institutional sales within the building materials industry specifically, with direct ownership of key or institutional accounts.
• A track record of personally closing large-value accounts (project or institutional scale), not just managing an inherited book.
• Demonstrated experience working with architects, PMC firms, contractors or builders as a route to specification and order conversion.
• Experience owning a revenue number for a defined account portfolio, with the ability to show account-level growth over at least one full sales cycle.

Strongly preferred

• Existing relationships with architects, PMC firms or large contractors in the Mumbai/western India market.
• Experience selling a considered-purchase, specification-driven building material (tiles, sanitaryware, facades, or similar).

What we look for beyond the CV

• Someone who will personally run the account relationship and the deal - not someone who has only directed a team doing it.
• Comfortable reporting into a lean, founder-style leadership structure with high accountability and short feedback loops.
• Able to work the ground - site visits, project meetings, negotiations - alongside the strategic account plan.
• Judgment to prioritise a portfolio of accounts at different stages rather than chasing whichever deal is loudest.

Reporting and structure

Reports to the Head of Sales. Key internal interfaces: the projects channel and dealer network teams, plant/manufacturing for order servicing, and senior leadership for large or strategic account decisions.

Compensation

Commensurate with experience.