Project & Specification Manager

Esprit Stones Ltd.; Pune District, Gurugram District, Chennai; On-site; INR 2,000,000 - 5,200,000; Full time

Job summary

Esprit Stones Ltd. is seeking a dynamic Head Project Sales to lead project sales, BD, and team performance across the assigned region. You will drive product specifications, BOQ inclusion, and conversion of large-scale projects into profitable opportunities.

The role emphasizes building strategic relationships with builders, developers, architects, and decision-makers, plus managing negotiations, forecasts, and a high-performance team to achieve sales targets.

Qualifications

• Experience in project-based selling, BOQ management, and commercial negotiations.
• Ability to develop key accounts and build relationships with architects, builders, and developers.
• Strong leadership, forecasting, and analytical skills required.

Responsibilities

• Manage project sales across the assigned region with strategy-driven targets.
• Drive market expansion, relationships with builders, developers, and architects, and develop opportunities.
• Identify and appoint project dealers; coordinate incentives and sales schemes.
• Maintain a robust project pipeline with forecasts, BOQs, and orders from lead to execution.
• Lead the project sales team, set targets, monitor performance, and coach for high performance.

Skills

Project Sales Management

Team Leadership

Key Account Management

Sales Forecasting

Market Expansion

Business Development Strategy

Pricing & BOQ Negotiations

Project Dealer Development

Market Intelligence

Cross-functional Coordination

Data-driven Decision-making

Customer Relationship Management

Job description

Job Summary

We are looking for a dynamic and results-oriented Head Project Sales to lead project sales, business development, and team performance across the assigned region.

The role will be responsible for driving project business growth, developing strategic relationships with builders, developers, architects, consultants, and key decision-makers, securing product specifications, and converting large-scale projects into profitable business opportunities.

The ideal candidate should have strong experience in project sales management, key account development, commercial negotiations, sales forecasting, and team leadership, preferably within the building materials or allied industries.

Key Responsibilities

1. Project Sales Management

• Develop, maintain, and regularly update a database of active, upcoming, and large-scale projects across the assigned region.
• Build and strengthen relationships with builders, developers, architects, consultants, contractors, and key project decision-makers.
• Drive product specifications, Bill of Quantities (BOQ) inclusion, commercial negotiations, and purchase order closures.
• Develop and implement strategies to improve project conversion rates and achieve sales targets.
• Conduct win/loss analysis to identify business opportunities, competitive gaps, and areas for improvement.
• Organize and participate in strategic meetings with key clients and project stakeholders.
• Monitor project progress from lead generation and specification to order closure and execution.

2. Business Development & Market Expansion

• Identify and develop new project business opportunities, leads, and market references.
• Build strong relationships with premium architects, interior designers, builders, and developers.
• Plan and execute engagement programs, product presentations, and business development initiatives.
• Drive product specification and brand preference through individual and team efforts.
• Align project business development activities with primary sales objectives and conversion targets.
• Develop strategies to expand market presence, increase market share, and generate repeat business.
• Maintain long-term relationships with key customers to strengthen customer retention and business growth.

3. Project Dealer Management

• Identify, evaluate, appoint, and develop Project Dealers (PDs) across the assigned territory.
• Build strong working relationships with dealers and their associated builders, contractors, architects, and clients.
• Drive dealer participation in sales schemes, incentive programs, and project-focused initiatives.
• Enable dealers to identify project opportunities, improve conversion rates, and execute orders effectively.
• Monitor dealer performance, project pipelines, sales contributions, and business development activities.
• Ensure effective coordination between dealers and internal sales teams to maximize project business.

4. Project Pipeline, Planning & Execution

• Maintain an accurate project pipeline covering leads, specifications, BOQs, quotations, negotiations, won/lost orders, and execution status.
• Build and monitor a strong sales funnel for mega projects and high-value opportunities.
• Prepare sales forecasts, business plans, and periodic performance reports.
• Coordinate with the New Product Development (NPD) team to provide market feedback and project-specific product requirements.
• Coordinate with supply chain, logistics, production, and internal stakeholders to ensure timely product availability and project execution.
• Monitor order fulfilment timelines and proactively resolve execution-related challenges.
• Ensure compliance with sales targets, manpower-to-sales efficiency (SFT cost efficiency), and the project cost approval matrix.
• Maintain effective coordination across sales, supply chain, finance, and management teams.

5. Team Leadership & Development

• Lead, supervise, and coordinate project sales teams and cross-functional stakeholders.
• Define team roles, responsibilities, targets, and individual performance expectations.
• Monitor team productivity, sales performance, project conversion, and achievement of business objectives.
• Identify skill gaps and implement targeted training and capability-building programs.
• Conduct regular team meetings, performance reviews, feedback sessions, and business reviews.
• Mentor team members and support their professional growth and career development.
• Ensure effective onboarding and continuous learning for new and existing team members.
• Foster a collaborative, accountable, customer-focused, and high-performance team culture.

Candidate Profile & Eligibility

• 812 years of relevant sales experience, preferably in marble, quartz, tiles, building materials, ceramics, sanitary ware, or allied industries.
• Proven experience in project sales management and leading project sales teams.
• Strong understanding of project-based selling, product specifications, BOQ management, commercial negotiations, and order closures.
• Demonstrated ability to develop key accounts and build relationships with architects, builders, developers, consultants, and dealers.
• Strong leadership, team management, negotiation, and strategic planning skills.
• Excellent analytical, forecasting, market assessment, and problem-solving abilities.
• Experience in managing sales pipelines, large-scale projects, and regional business development.
• Ability and willingness to travel extensively within the assigned region.

Key Competencies

• Project Sales Management
• Project Sales Development & Conversion
• Team Leadership, Coaching & Performance Management
• Key Account Management
• Market Expansion & Business Development Strategy
• Sales Forecasting, Planning & Pipeline Management
• Pricing, BOQ Management & Commercial Negotiations
• Project Dealer Appointment & Development
• Market Intelligence & Competitive Analysis
• Cross-functional Coordination & Execution
• Data-driven Decision-making
• Customer Relationship Management