Senior Area Sales Manager - Government Projects

Somany Ceramics Tiles; Mumbai; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Somany Ceramics Tiles seeks a Senior Area Sales Manager – Government Projects to drive government project sales within the assigned territory, secure product approvals, and build relationships with government authorities, architects, and key stakeholders.

You will provide leadership to the team, implement sales strategies, and coordinate with internal and external partners to achieve targets while ensuring compliance and timely collections.

Qualifications

• MBA in Marketing or Graduation with relevant specialization.
• 7-9 years of proven experience in Government & Project Sales.
• Experience in Building Materials industry preferred.

Responsibilities

• Implement territory-specific sales strategies to achieve targets.
• Engage with CPWD, PWD, MES, BMC, CIDCO to secure approvals.
• Conduct site visits, generate leads and convert them within discounting limits.
• Maintain relationships with channel partners, architects and authorities.
• Prepare cost calculations, provide quotations and negotiate pricing.
• Monitor competitor activity and market trends; provide feedback.
• Represent the organization at industry events to enhance visibility.
• Update and maintain client records for follow-up.
• Lead and mentor sales team; ensure targets are met.
• Ensure adherence to credit policies and timely collections.
• Collaborate with technical and customer service teams for queries.

Skills

Negotiation

Communication

Team Leadership

Government Liaison

Cost Estimation

Closing Deals

Market Analysis

Customer Centricity

Analytical Thinking

Strategic Decision-Making

Adaptability

Travel Readiness

Education

MBA in Marketing

Tools

CRM systems

Reporting dashboards

Digital sales platforms

Job description

Job Title

Senior Area Sales Manager – Government Projects

Role Purpose

Drive government project sales within the assigned territory by achieving specified targets, securing product approvals, and building strong relationships with government authorities, architects, and key stakeholders. Provide leadership and guidance to team members to ensure collective success.

Key Responsibilities

• Sales Strategy Execution: Implement territory-specific sales strategies and action plans to achieve revenue targets.

• Government Liaison: Engage with officials from CPWD, PWD, MES, BMC, CIDCO, and other government bodies to secure product approvals and project opportunities.

• Lead Generation & Conversion: Conduct site visits, generate leads, and convert them into sales within defined discounting limits.

• Customer Relationship Management: Maintain and strengthen relationships with channel partners, architects, and government authorities through regular meetings and communication.

• Quotation & Negotiation: Prepare accurate cost calculations, provide quotations, and negotiate pricing to close deals effectively.

• Market Intelligence: Monitor competitor activities, analyze market trends, and provide actionable feedback to division heads.

• Industry Engagement: Represent the organization at industry events, exhibitions, and promotional activities to enhance visibility and credibility.

• Database Management: Regularly update and maintain client records for seamless access and follow-up.

• Team Leadership: Monitor performance of team members, provide guidance, and ensure achievement of individual and collective targets.

• Credit & Collections: Ensure adherence to credit policies and timely collection of outstanding payments and statutory forms.

• Customer Support Coordination: Collaborate with technical and customer service teams to resolve client queries and complaints promptly.

Role Specifications

Qualification

MBA in Marketing or Graduation with relevant specialization

Experience

7-9 years of proven experience in Government & Project Sales, preferably in the Building Materials industry

Desired Candidate Profile

• Strong background in government liaison, project sales, and product approvals.

• Proven ability to manage large-scale projects and build long-term client relationships.

• Skilled in negotiation, cost estimation, and closing high-value deals.

• Excellent communication and interpersonal skills with a customer-centric approach.

• Ability to lead and mentor a sales team effectively.

• Willingness to travel extensively across the assigned territory.

Key Competencies

Technical Competencies

• Sales Tools: Proficiency in CRM systems, reporting dashboards, and digital sales platforms.

• Cost Estimation: Ability to prepare accurate quotations and pricing models.

Functional Competencies

• Government Project Sales: Expertise in securing approvals and managing government contracts.

• Negotiation & Closing: Skilled in deal structuring and finalization.

Business Competencies

• Market Analysis: Ability to interpret competitor strategies and market trends.

• Customer Centricity: Focused on delivering value and building trust with clients.

Leadership Competencies

• Team Development: Ability to coach, mentor, and drive team performance.

• Strategic Decision-Making: Quick and effective problem-solving in dynamic environments.

Behavioural Competencies

• Adaptability: Flexibility to manage diverse projects and client needs.

• Ethics & Integrity: Commitment to organizational values and compliance standards.

• Communication Skills: Clear, persuasive, and professional communication.

• Analytical Thinking: Ability to evaluate challenges and propose innovative solutions.

Success Metrics

• Achievement of government project sales targets.

• Securing product approvals across key government departments.

• Growth in market share within the government projects segment.

• Improved customer satisfaction and retention rates.

• Timely collections and adherence to credit policies.

• Enhanced visibility through industry participation and events.