Sr. Market Development Manager

Polycab; Surat; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

Polycab in Surat, Gujarat is seeking a high-energy regional leader to own the market for the assigned region. You will develop region-specific strategies, drive growth pockets, and align action plans with overall business goals while building a capable field team.

You will lead influencers, coordinate with distributors, supervise lead generation and project pipelines, and ensure strong channel partnerships. The role demands execution, market intelligence, and cross-functional collaboration.

Qualifications

• Leadership & team management
• Strategic thinking with execution focus
• Strong networking and relationship-building skills
• Techno-commercial acumen
• Data-driven decision-making
• High ownership and accountability

Responsibilities

• Own and drive market development strategy for the assigned region.
• Identify high-potential districts, segments, and growth pockets.
• Develop and execute region-specific action plans aligned with overall business goals.
• Lead, mentor, and manage a team of TSIs across the region.
• Set clear targets for lead generation, influencer engagement, and project pipeline development.
• Conduct regular field visits, joint calls, and performance reviews.
• Build team capability in technical selling, relationship management, and market intelligence.
• Establish strong relationships with key consultants, architects, EPC players, contractors, and developers.
• Drive brand approvals in key projects and specifications.
• Drive structured lead generation across the region through TSIs and personal networks.
• Monitor and strengthen project pipelines across segments (industrial, infrastructure, institutional, OEM).
• Ensure prioritization and timely handover of leads to the sales team for conversion.
• Work closely with distributors and channel partners to leverage local market opportunities.
• Align channel partners with influencer engagement and project tracking initiatives.
• Support in strengthening the regional channel ecosystem.
• Ensure effective rollout of campaigns, seminars, roadshows, and branding activities.
• Monitor execution quality and ROI of all market development efforts.
• Drive localized initiatives based on regional insights.
• Track competitor movements, pricing trends, and product positioning.
• Provide actionable insights to Vertical Head and cross-functional teams.
• Identify gaps and recommend strategic interventions.
• Coordinate with Sales, Marketing, Product, and Technical teams for seamless execution.
• Support new product introductions and regional adoption strategies.
• Ensure alignment between market development and revenue objectives.
• Track regional KPIs including leads, influencer coverage, pipeline strength, and conversion support.
• Maintain CRM discipline and reporting accuracy.
• Present periodic business reviews with insights and action plans.

Skills

Leadership

Strategic thinking

Networking

Techno-commercial acumen

Data-driven decision-making

Ownership & accountability

Job description

Key Responsibilities

1. 1. Regional Market Ownership
   
   
   
   • - Own and drive market development strategy for the assigned region.
   
   
   • - Identify high-potential districts, segments, and growth pockets.
   
   
   • - Develop and execute region-specific action plans aligned with overall business goals.
   
   
   
   


2. 2. Team Leadership & Capability Building
   
   
   
   • - Lead, mentor, and manage a team of TSIs across the region.
   
   
   • - Set clear targets for lead generation, influencer engagement, and project pipeline development.
   
   
   • - Conduct regular field visits, joint calls, and performance reviews.
   
   
   • - Build team capability in technical selling, relationship management, and market intelligence.
   
   
   
   


3. 3. Influencer & Ecosystem Development
   
   
   
   • - Establish strong relationships with key consultants, architects, EPC players, contractors, and developers.
   
   
   • - Ensure consistent engagement through technical seminars, site visits, and product presentations.
   
   
   • - Drive brand approvals in key projects and specifications.
   
   
   
   


4. 4. Lead Generation & Pipeline Management
   
   
   
   • - Drive structured lead generation across the region through TSIs and personal networks.
   
   
   • - Monitor and strengthen project pipelines across segments (industrial, infrastructure, institutional, OEM).
   
   
   • - Ensure prioritization and timely handover of leads to the sales team for conversion
   
   
   
   


5. 5. Channel & Stakeholder Alignment
   
   
   
   • - Work closely with distributors and channel partners to leverage local market opportunities.
   
   
   • - Align channel partners with influencer engagement and project tracking initiatives.
   
   
   • - Support in strengthening the regional channel ecosystem.
   
   
   
   


6. 6. Execution of Market Development Initiatives
   
   
   
   • - Ensure effective rollout of campaigns, seminars, roadshows, and branding activities.
   
   
   • - Monitor execution quality and ROI of all market development efforts.
   
   
   • - Drive localized initiatives based on regional insights.
   
   
   
   


7. 7. Market Intelligence & Competitive Tracking
   
   
   
   • - Track competitor movements, pricing trends, and product positioning.
   
   
   • - Provide actionable insights to Vertical Head and cross-functional teams.
   
   
   • - Identify gaps and recommend strategic interventions.
   
   
   
   


8. 8. Cross-Functional Coordination
   
   
   
   • - Coordinate with Sales, Marketing, Product, and Technical teams for seamless execution.
   
   
   • - Support new product introductions and regional adoption strategies.
   
   
   • - Ensure alignment between market development and revenue objectives.
   
   
   
   


9. 9. Reporting & Performance Management
   
   
   
   • - Track regional KPIs including leads, influencer coverage, pipeline strength, and conversion support.
   
   
   • - Maintain CRM discipline and reporting accuracy.
   
   
   • - Present periodic business reviews with insights and action plans.
   
   
   
   

Key Performance Indicators (KPIs)

• - Regional lead generation volume & quality


• - Influencer coverage and engagement depth


• - Project pipeline strength and brand approvals


• - Team productivity (TSI performance metrics)


• - Contribution to regional sales conversion


• - Effectiveness of market development initiatives

Skills & Competencies

• - Leadership & team management


• - Strategic thinking with execution focus


• - Strong networking and relationship-building skills


• - Techno-commercial acumen


• - Data-driven decision-making


• - High ownership and accountability

Success Profile

A high-energy, market-facing leader who can build influence, drive teams, and convert market presence into tangible business opportunities, acting as the on-ground extension of the Vertical Head.