Regional Sales Manager

Ecmas Construction Chemicals; Hyderabad, Bengaluru; On-site; INR 1,500,000 - 3,400,000; Full time

Job summary

ECMASAS Construction Chemicals is seeking a Regional Sales Manager to lead sales and business development across the region, translating national plans into actionable regional strategies. You will mentor the sales team, drive a robust project pipeline, and ensure disciplined execution of CRM, collections, and market development activities.

The role requires strong leadership, deep customer engagement with developers, EPCs, PMCs, and contractors, and a track record of achieving regional growth

Qualifications

• Experience in project-based and technical sales in construction chemicals or building materials.
• Proven ability to lead a regional sales team and drive growth and collections.
• Strong skills in CRM, negotiations, and channel management.

Responsibilities

• Lead regional sales and business planning aligned with national targets.
• Mentor and manage sales managers and BD team across the region.
• Develop and maintain a strong regional project pipeline and key accounts.
• Drive channel development and distributor networks while ensuring policy alignment.
• Coordinate with technical, QA, and product teams for trials and launches.
• Monitor market intelligence and forecast regional sales and MIS reporting.
• Ensure disciplined CRM usage and timely revenue collection.

Skills

Sales Management

Team Leadership

CRM

Technical Sales

Channel Development

Strategic Planning

Job description

This position will be responsible for leading and driving sales and business development activities across the assigned region for ECMAS Construction Chemicals. The role will have direct responsibility for regional business growth, sales and collection targets, key account development, project pipeline creation, channel development, and management of the Area Sales / Business Development team.

The Regional Sales Manager will translate the national business strategy into actionable regional plans, build a strong and sustainable project and customer pipeline, mentor the sales team, and ensure disciplined execution of sales, CRM, collections, customer service, and market development activities.

RESPONSIBILITIES

1. Regional Sales Strategy & Business Planning

• Develop and execute the regional sales and business development plan in alignment with national targets, budgets, product strategies, and organisational objectives.
• Prepare region-wise annual, quarterly and monthly sales plans covering Construction Systems and Concrete Admixtures / allied solutions.
• Identify priority markets, customer segments, projects and accounts to accelerate regional growth.
• Develop and continuously review the regional project and opportunity pipeline to ensure adequate future business coverage.
• Achieve agreed regional sales, product mix, gross margin and collection targets.

2. Team Leadership & Performance Management

• Lead, manage, mentor and motivate regional Sales & BD team (Sales Managers, Business Development Managers and other sales personnel) within the assigned region.
• Define territory-wise targets, KRAs, activity plans and customer coverage plans for team members.
• Conduct regular weekly and monthly performance reviews covering sales, pipeline, conversions, collections, customer visits, specifications, trials and CRM activity.
• Coach team members on project selling, technical selling, negotiation, account management, channel development and closing skills.
• Identify capability gaps and coordinate training, product knowledge sessions and field coaching to improve team effectiveness.
• Build a performance-oriented, accountable and collaborative sales culture within the region.
• Support recruitment, induction and development of sales personnel in coordination with HR and the National Sales leadership.

3. Sales Growth & Business Development

• Develop business across infrastructure, industrial, institutional, commercial and residential segments.
• Generate new business through Developers, Builders, Ready-mix Concrete Manufacturers, Consultants, PMCs, EPC Contractors, Government Departments, Applicators and Channel Partners.
• Build and maintain a strong regional project pipeline and ensure systematic follow-up from lead generation through specification, trial, quotation, negotiation and order conversion.
• Drive product specifications, vendor registrations, approvals, trials, mock-ups and product establishments with key customers and influencers.
• Identify new applications, products, territories and customer segments for business expansion.
• Lead negotiations and closure of important regional projects and strategic accounts in coordination with the National Manager / management.

4. Key Account & Channel Management

• Build and maintain long-term relationships with key Developers, Consultants, PMCs, EPC Contractors, Ready-mix Concrete Producers, Government Departments and institutional customers.
• Develop and expand distribution and channel networks in the assigned region while ensuring partner performance and alignment with company policies.
• Review channel-wise business, inventory, outstanding payments, market coverage and growth potential.
• Coordinate with applicators and channel partners for project execution, product application and customer satisfaction.
• Identify strategic accounts and establish account-specific development plans.

5. Technical Sales, Trials & Customer Support

• Coordinate with Technical Service teams for product demonstrations, admixture trials, sampling, mock-ups, site trials, product approvals and technical presentations.
• Ensure timely resolution of customer complaints in coordination with Technical, QA and other relevant functions.
• Understand customer and site-specific requirements and ensure appropriate ECMAS solutions are proposed.
• Collect structured feedback on product performance, technical requirements and application challenges and communicate the same to the National Manager / Product teams.
• Support technical seminars, customer meets, product launches and regional marketing initiatives.

6. Market Intelligence & Competitive Analysis

• Continuously monitor competitor activities, products, pricing, specifications, projects, channel strategies and market developments.
• Identify emerging market trends, customer needs and business opportunities and share actionable intelligence with the National Manager.
• Track regional market potential, competitor positioning and ECMAS market penetration.
• Recommend appropriate actions on pricing, product positioning, customer engagement and market development.

7. Sales Process, Forecasting & CRM

• Ensure disciplined implementation of the company sales process across the region.
• Maintain accurate and updated CRM records covering leads, opportunities, projects, quotations, specifications, trials, orders and closures.
• Prepare reliable monthly and quarterly sales forecasts based on actual pipeline status and probability of conversion.
• Review sales funnel, opportunity ageing, conversion ratios and sales productivity of team members.
• Ensure timely submission of regional MIS, sales reports, forecasts, market intelligence and management reports.

8. Collections & Credit Control

• Ensure achievement of regional collection targets and maintain receivables within approved limits.
• Monitor customer outstanding, ageing and DSO on a regular basis and drive timely collection through the sales team.
• Ensure adherence to approved credit limits, payment terms and commercial policies.
• Coordinate with Accounts / Finance for resolution of payment issues and escalation of overdue accounts.
• Take corrective action where customer exposure or collection risk is increasing.

9. Cross-Functional Coordination

• Work closely with Technical Services, SCM, Accounts / Finance, Marketing, R&D, QA and other functions for effective execution of business plans.
• Provide realistic regional demand forecasts to support production, inventory and logistics planning.
• Coordinate with SCM to ensure timely product availability and delivery to customers.
• Support marketing campaigns, exhibitions, seminars, customer engagement programmes and other business development initiatives in the region.

10. Governance, Compliance & EHS

• Ensure adherence to company policies, pricing structures, discounting guidelines, credit policies and approval processes.
• Maintain ethical conduct, transparency, integrity and professionalism in all customer, channel and team interactions.
• Ensure effective implementation of CRM, reporting and management systems across the region.
• Ensure compliance with Environment, Health and Safety standards during site visits, product trials and field operations.
• Maintain discipline and ensure that all team members follow company standards, rules and procedures.

Work Experience:

• 8-12 years of experience in Project Sales / Business Development in Construction Chemicals, Concrete Admixtures, Building Materials or related industries.
• At least 2-3 years of experience in a team management role with responsibility for a sales territory or region.
• Proven experience and strong relationship with key decision makers (Builders / Developers, Ready-mix Concrete Manufacturers, PMCs, Consultants, Contractors, Applicators and Channel Partners).

Nature of Experience:

• Strong experience in project-based, technical and consultative sales.
• Experience in both direct project sales and channel-based business development preferred.
• Demonstrated ability to lead a sales team, build a regional pipeline and achieve sales and collection targets.
• Good understanding of Construction Chemicals, Concrete Admixtures and related building-material applications.
• Experience in CRM-based sales management, forecasting, MIS and performance review.

Specific Skills / Personal Attributes:

• Strong leadership, communication, presentation and negotiation skills.
• Result-oriented, self-motivated and capable of driving a team towards challenging targets.
• Good analytical, planning, decision-making and problem-solving abilities.
• Strong customer orientation, relationship management and follow-up discipline.
• Ability to coach, mentor and develop sales team members.
• High level of ownership, integrity, energy and execution focus.
• Proficiency in CRM, MS Office and preparation of business reports and presentations.