Senior Area Sales Manager - Private Projects

Somany Ceramics Tiles; Pune District; On-site; INR 1,500,000 - 2,700,000; Full time

Job summary

Somany Ceramics Tiles is seeking a Senior Area Sales Manager for Private Projects to lead growth in the assigned geography by strengthening relationships with architects, builders, contractors, and interior designers, and by driving project sales through a high-performing team.

You will develop territory strategies, manage key accounts, expand dealer networks, monitor performance, and ensure profitable execution while upholding the company's brand and values.

Qualifications

• MBA/PGDM in Marketing, Sales, or business management is required.
• Minimum 10 years of experience in sales or project sales, preferably in building materials.
• Experience leading sales teams and driving channel development.

Responsibilities

• Develop and execute territory-specific business strategies to achieve sales targets for Private Projects.
• Drive revenue growth through project sales, key account management, and channel development.
• Identify high-potential markets, emerging geographies, and untapped opportunities.
• Increase market share and project conversion through customer engagement.
• Contribute to annual business planning, forecasting, budgeting, and territory growth.

Skills

Project Sales Management

Specification Selling

CRM & Sales Analytics

Market Mapping & Territory Planning

Dealer & Channel Management

Education

MBA / PGDM in Marketing, Sales, Business Management, or related discipline

Tools

CRM software

Job description

Senior Area Sales Manager – Private Projects

To lead and drive business growth for the Private Projects vertical within the assigned geography by strengthening relationships with key influencers, expanding market presence, achieving revenue and profitability targets, and ensuring effective execution through a high-performing sales team while representing the organization’s brand and values.

Key Responsibilities

Business Growth & Sales Performance

• Develop and execute territory-specific business strategies to achieve annual, quarterly, and monthly sales targets for the Private Projects vertical.
• Drive sustainable revenue growth through project sales, key account management, and channel development initiatives.
• Identify, evaluate, and penetrate high-potential markets, emerging geographies, and untapped project opportunities.
• Increase market share, counter share, and project conversion rates through focused sales interventions and customer engagement.
• Contribute actively to annual business planning, forecasting, budgeting, and territory growth strategies.

Influencer & Project Management

• Build and strengthen strategic relationships with Architects, Builders, Contractors, Interior Designers, PMC consultants, and other key influencers.
• Classify and prioritize influencers based on business potential, project pipeline, and revenue contribution.
• Ensure continuous engagement with influencers through regular meetings, presentations, product demonstrations, and project support.
• Conduct periodic site and project visits to track project progress, identify opportunities, and facilitate timely closures.
• Maintain adequate product sampling, displays, and brand visibility at influencer offices and project sites.

Channel Development & Market Expansion

• Identify and appoint new dealers after evaluating market potential, business viability, and impact on existing channel partners.
• Execute product-wise gap-town mapping and develop market penetration plans for identified growth locations.
• Monitor dealer performance and collaborate with channel partners to improve project business generation.
• Ensure optimal display and availability of current product collections, including new launches across channel touchpoints.

Team Leadership & Capability Building

• Lead, coach, and mentor team members to achieve individual and team performance objectives.
• Conduct regular performance reviews, KRAs assessments, and development discussions to enhance productivity and capability.
• Foster a culture of collaboration, accountability, customer focus, and continuous improvement.
• Develop succession pipelines and groom high-potential team members for future leadership roles.

Financial & Operational Excellence

• Ensure adherence to company credit policies, commercial guidelines, SOPs, and authorization matrices.
• Drive better realization through effective pricing, discount management, and profitability-focused decision-making.
• Monitor business hygiene metrics, collections, outstanding receivables, and operational compliance.
• Coordinate with cross-functional teams including Marketing, Supply Chain, Finance, Customer Service, and Product Management for seamless business execution.

Market Intelligence & Competitive Analysis

• Track competitor activities, pricing strategies, new product introductions, and market developments.
• Provide actionable market insights and recommendations to senior management through periodic reports.
• Recommend and support implementation of sales promotion schemes, influencer programs, and marketing initiatives to drive business growth.
• Analyze market trends, customer requirements, and project pipelines to identify emerging opportunities and risks.

Productivity & Process Management

• Ensure adherence to defined productivity matrices, customer engagement norms, and reporting systems.
• Review sales plans, business pipelines, and activity trackers regularly to drive execution excellence.
• Maintain accurate sales forecasts, project tracking records, and business performance dashboards.

Role Specifications

Criteria

Requirement

Qualification

MBA / PGDM in Marketing, Sales, Business Management, or related discipline

Experience

Minimum 10 years of experience in Sales, Project Sales, Business Development, or Channel Management, preferably in Building Materials, Tiles, Ceramics, Sanitaryware, Construction Materials, Paints, Adhesives, Electricals, or allied industries

Reporting To

Assistant Zonal Head / National Sales Head (as applicable)

Team Handling

Experience managing and developing sales teams preferred

Travel Requirement

Extensive travel within assigned territory

Desired Candidate Profile

• Proven track record of consistently achieving and exceeding sales targets in project sales environments.
• Strong network within the Architect, Builder, Contractor, and Interior Designer ecosystem.
• Sound understanding of project sales cycles, specification selling, and channel partner management.
• Strong commercial acumen with experience in pricing, discounting, and profitability management.
• Excellent stakeholder management and relationship-building capabilities.
• Ability to analyze market trends and translate insights into business opportunities.
• Experience in leading geographically dispersed teams and driving performance through coaching and mentoring.
• Proficient in CRM tools, MS Excel, PowerPoint, and sales reporting systems.

Key Competencies

Technical Competencies

• Project Sales Management
• Specification Selling
• CRM & Sales Analytics
• Market Mapping & Territory Planning
• Channel Development
• Pricing & Discount Management
• Forecasting & Pipeline Management

Functional Competencies

• Key Account Management
• Influencer Relationship Management
• Business Development
• Market Expansion
• Dealer & Distributor Management
• Sales Planning & Execution
• Cross-Functional Collaboration

Business Competencies

• Revenue Growth Management
• Profitability Orientation
• Commercial Acumen
• Strategic Thinking
• Competitive Intelligence
• Customer-Centric Decision Making

Leadership Competencies

• Team Leadership
• Coaching & Mentoring
• Performance Management
• Talent Development
• Change Management
• Succession Planning

Behavioural Competencies

• Relationship Building
• Negotiation & Influencing Skills
• Analytical Thinking
• Decision Making
• Accountability & Ownership
• Adaptability & Resilience
• Result Orientation
• Professional Integrity
• Effective Communication

Success Metrics

• Achievement of sales revenue, volume, and profitability targets.
• Growth in project sales contribution and market share.
• Number and quality of active influencer relationships.
• Dealer network expansion and productivity improvement.
• Project pipeline creation and conversion ratio.
• Collection efficiency and adherence to credit norms.
• Team productivity and performance achievement.
• Customer satisfaction and stakeholder engagement scores.
• Compliance with SOPs, reporting standards, and business processes.
• Development and retention of high-performing team members.