Manager - Business Development

NITCO LIMITED; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

NITCO LIMITED, Mumbai, is seeking a Business Development Manager to drive specification-led growth across tiles, marble, and mosaic by engaging architects, interior designers, contractors, and government bodies. This role focuses on building a robust project pipeline, securing product specifications, and converting opportunities into revenue while expanding market presence through cross-category selling.

The candidate must manage stakeholder networks, forecast pipeline, and deliver revenue with

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Civil Engineering, Architecture, or related discipline.
• MBA preferred.

Responsibilities

• Identify and convert new project opportunities across residential, commercial, hospitality, institutional, and government segments.
• Build a qualified project pipeline through market mapping, prospecting, relationship development, and opportunity tracking.
• Engage early in the project lifecycle to position NITCO products at the conceptual/specification stage.
• Drive revenue through project acquisition, lead conversion, and cross-category selling of NITCO’s product portfolio.
• Develop relationships with architects, designers, contractors, consultants, developers to drive product preference and specification approvals.
• Represent NITCO in industry forums, exhibitions, and customer engagements to strengthen market presence.

Skills

Business development

Stakeholder management

Commercial acumen

Negotiation

Market intelligence

Execution discipline

Travel readiness

Education

Bachelor's degree

MBA preferred

Job description

Job Summary

The Business Development Manager will be responsible for driving specification-led business growth for NITCO across tiles, marble, and mosaic categories by influencing key stakeholders in the project ecosystem. The role focuses on creating demand at the pre-sales stage through engagement with architects, interior designers, contractors, project management consultants, builders, government institutions, and strategic retail partners.

This individual will be responsible for generating a robust project pipeline, securing product specifications, converting opportunities into revenue, and ensuring strong commercial outcomes through billing growth, collections, and market expansion. The role requires a commercially driven professional who can combine relationship-led selling with strategic market development to strengthen NITCO’s presence in high-potential project segments.

Key Responsibilities

• Project Pipeline Creation & Business Development
• Identify, develop, and convert new project opportunities across residential, commercial, hospitality, institutional, and government segments.
• Build a qualified project pipeline through proactive market mapping, prospecting, relationship development, and opportunity tracking.
• Engage early in the project lifecycle to position NITCO products at the conceptual and specification stage.
• Drive revenue generation through project acquisition, lead conversion, and cross-category selling across NITCO’s product portfolio.
• Specification Selling & Influencer Network Development
• Build and maintain strong relationships with architects, interior designers, project consultants, contractors, and developers to drive product preference and specification approvals.
• Position NITCO as a premium design-led surfaces brand through regular product presentations, design discussions, sampling programs, and engagement initiatives.
• Expand and strengthen the influencer ecosystem to create sustainable lead generation channels and repeat business opportunities.
• Ensure consistent product visibility and brand recall across target specification networks.
• Strategic Stakeholder & Account Engagement
• Develop strong working relationships with builders, institutional buyers, retail partners, and procurement stakeholders to convert opportunities into commercial business.
• Engage with contractors and project execution teams to drive negotiations, order closures, and product adoption across multiple project sites.
• Collaborate with retail and key account teams to support seamless execution and maximize project conversion opportunities.
• Represent NITCO professionally across industry forums, exhibitions, networking events, and customer engagement platforms.
• Government & Institutional Business Development
• Identify and pursue opportunities across government and institutional projects including CPWD, PWD, MES, public infrastructure, and institutional developments.
• Drive empanelment, approvals, and product inclusion within relevant institutional and government specifications.
• Monitor upcoming public sector opportunities and proactively position NITCO for participation.
• Commercial Ownership & Revenue Delivery
• Own revenue generation, billing achievement, and commercial conversion for the assigned market/territory.
• Drive strong collection discipline and proactively manage receivables in coordination with finance and sales teams.
• Support reduction in Days Sales Outstanding (DSO) through structured follow-up and account management.
• Ensure commercial discipline in pricing, quotation management, and order execution aligned with company policies.
• Market Intelligence & Strategic Planning
• Continuously monitor market trends, competitor activities, pricing movements, customer preferences, and emerging project opportunities.
• Share actionable market intelligence to support product strategy, commercial decision-making, and regional growth initiatives.
• Contribute to business planning, market expansion strategies, and channel development initiatives for assigned territories.
• Internal Collaboration & Execution Excellence
• Work closely with sales, retail, supply chain, design, commercial, factory, and customer support teams to ensure timely project execution and customer satisfaction.
• Coordinate product sampling, mock-ups, product launches, factory visits, design studio interactions, and customer engagement activities.
• Maintain disciplined pipeline reporting, forecasting, CRM/Turbo updates, and project tracking to ensure execution visibility.

Key Performance Indicators (KPIs)

Commercial Performance

• Revenue and billing achievement vs target
• Collection efficiency and receivables management
• DSO improvement
• Margin contribution from project business

Business Development Effectiveness

• Qualified project pipeline generated
• Project conversion ratio
• New project acquisition value
• Product specification approvals secured

Market Development

• Growth in active architect/designer/consultant network
• Government/institutional approvals and project wins
• Share of wallet across assigned project ecosystem

Execution Excellence

• Forecast accuracy
• CRM/Turbo discipline
• Timeliness of project follow-up and closure

Qualification

• Bachelor’s degree in Business Administration, Marketing, Civil Engineering, Architecture, or related discipline.
• MBA preferred.

Experience

• 6–10 years of experience in business development, project sales, specification selling, or B2B sales within tiles, marble, building materials, construction, interiors, or allied industries.
• Strong experience in engaging with architects, designers, contractors, consultants, developers, and institutional stakeholders.
• Proven track record in project acquisition, relationship-led selling, and commercial execution.

Skills Required

• Strong business development and opportunity conversion skills
• Excellent stakeholder management and relationship‑building capabilities
• Strong commercial acumen with understanding of billing, collections, and profitability
• Effective negotiation, presentation, and influencing skills
• Strategic market awareness and competitive intelligence orientation
• High ownership mindset with strong execution discipline
• Ability to manage multiple stakeholders, long sales cycles, and project‑driven business environments
• Willingness to travel extensively