Business Development Manager - National Accounts

Haworth International; Gurugram District; On-site; INR 1,500,000 - 3,500,000; Full time

Job summary

Haworth is seeking an experienced Sales & Marketing professional for India to drive profitability and strategic growth across national, PSU, government, and education sectors. The role emphasizes building strategic alliances with real estate managers, government institutions, and PMCs, while leading dealer networks to expand Haworth’s footprint in Tier-1 and Tier-2 markets.

You will manage budgets, forecasts, and tenders, and collaborate with cross-functional teams to deliver value to end-users.

Qualifications

• MBA in Sales & Marketing or equivalent
• 5–10 years in Sales & Marketing with 5+ years in building material industry
• Experience in complex B2B sales, govt/semi-govt accounts
• Dealer channel sales experience
• Strong executive presence and govt/C-level engagement

Responsibilities

• Prepare sales budgets, forecasts, and relevant sales reporting to meet quotas.
• Develop sales strategies to meet established quotas for India’s corporates, Govt, PSU and education accounts.
• Drive dealer channel performance and support customers during the sales process.
• Align with sales leaders and dealers in metro markets on go-to-market plans.
• Ensure tenders are prepared with high quality.
• Leverage regional/global resources for marketing, technical, and customer service support.
• Coordinate with Customer Operations to ensure smooth project delivery with dealers.
• Build relationships with C-level executives and government officials to strengthen Haworth’s market position.
• Provide input to regional plans and major account strategies.

Skills

Sales & Marketing

B2B selling

Dealer channel

Executive presence

Govt relations

Education

MBA in Sales & Marketing

Any Graduate

Job description

Job Purpose:

Achieve business profitability, Strategic business development, and sales performance through identified strategic national, PSU, government, and education industry accounts in a given country. Establish strategic alliances with Real Estate Management establishments, Govt/semi-government institutions, Project Management Companies, and Architects and Designers.

A glimpse of your daily mission:

• Prepare sales budgets, forecasts, and relevant sales reporting for the assigned verticals and meet assigned quotas by developing a strong sales funnel.
• Develop sales strategies to meet the established sales quota for a given area of responsibility through the identified list of Indian corporates, Govt, PSU and education accounts of strategic importance.
• Responsible for Dealer business in the Tier 2 markets and drive sales through the internal dealer sales team for Tier 2 markets. Assist the sales team members, as and when needed, in working with customers during the sales process and finalising customer orders.
• Align with sales leaders and work closely with Dealers of respective Metro markets on business strategies & go-to-market approaches.
• Ensure the tenders are prepared with high quality.
• Leverage regional and global resources to provide marketing, technical, and customer service support to customers and end-users in the assigned market.
• Work closely with the Customer Operations team and ensure end clients are being supported for smooth project delivery and the process is being followed by all dealers, as and when involved.
• Build & manage successful relationships with C-level executives across organisations and senior government officials and maintain Haworth’s image and brand positioning in the assigned market/ end clients per Haworth’s global standards and Values.
• Provide input to the development of regional plans and major account strategies

Your Qualifications:

• Any Graduate, with an MBA in Sales and Marketing.
• 05-10 years of overall experience in Sales and Marketing. Minimum of 5 years of experience in the building material industry is a must.
• Must have experience managing complex sales cycles with B-to-B selling processes in multinational companies, govt. semi-govt institutions. Should have experience handling sales through the Dealer channel.
• Demonstrated experience in identifying new and emerging opportunities, and developing and implementing strategic initiatives in Govt business, Education industry, and Indian national accounts will be required.
• Can apply an in-depth understanding of the industry and competitors’ products to deliver value to customers and the organisation
• Must have a high executive presence, connect with senior industry leaders, and the ability to navigate through ambiguity. Existing strong contacts with Govt officials, C level executives would be an added advantage.

About us

Haworth is one of the world's largest manufacturers of office furniture, providing solutions for tomorrow's customers worldwide. At the center of our work is the human being: What does a person need to work, what pushes them, motivate them and what makes people feel comfortable at work? Only if we can answer that question, we are able to introduce designs to our customers that will make them achieve their goals. To stay one step ahead, we invest in our own research, have a worldwide network of interesting partners and are part of think tanks around the world who are trying to think ahead. The family-owned company, headquartered in Holland, Michigan/United States, employs more than 8000 people and is represented in more than 150 countries in Asia, Europe and America with subsidiaries and partners.