Territory Manager- Designer Partnerships (Mangalore)

Birla Opus; Karnataka; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Birla Opus is seeking a dynamic professional to drive business delivery through the influencer channel of architects and interior designers. You will engage key accounts, build a robust project pipeline, and ensure product specifications and certifications are aligned with customer needs.

The role requires coordinating with internal teams, maintaining designer relationships, and tracking industry trends to unlock value in a cluttered market.

Qualifications

• Experience in managing relationships with architectural firms or design studios.
• Ability to translate customer needs into product specifications and make-list inputs.
• Strong stakeholder management across sales, design and institutional teams.

Responsibilities

• Account Engagement: build relationships with target accounts and act as primary contact for designers.
• Create project pipelines in collaboration with the sales team for large Prime range projects.
• Deliver product specifications and coordinate make-list additions with institutional teams.
• Work with sales to convert leads into immediate sales and upsell opportunities.

Skills

Account engagement

Relationship building

Pipeline development

Product specifications

Job description

Job Purpose

Responsible for business delivery for Birla Opus product categories from working with the influencer channel comprising of architects and interior designers

Job Purpose

Responsible for business delivery for Birla Opus product categories from working with the influencer channel comprising of architects and interior designers

Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

Coordinate with various verticals within the company to be able to fulfill the demand generated by working with the target audience

Establish strong connects with the designer fraternity by addressing industry gap areas and providing value added solutions in an already cluttered space

Maintain working relationships with stakeholders at all levels within the designer fraternity and keep track of the latest developments in the industry from a product & trend pov

Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4-7 key result areas)

Key Result Areas Supporting Actions

Account Engagement Create a list of 50 accounts to be serviced in the city/designated market; build a strong relationship with the list of accounts owned.

• Act as the primary point of contact between the company and large architecture firms, mapping out the projects they're working on.
• Establish and maintain strong relationships with the design departments of the relevant Builder accounts in conjunction with Institutional team.
• Connect with the in-house design teams of the Design & Build accounts being serviced in conjunction with the Institutional team.
• Create the organogram and understand approval structures in all of the accounts as listed above.

Creating project pipeline To work in collaboration with sales team to create a pipeline for large projects for the Prime range of products.

• Maintain an updated and comprehensive database of potential projects being worked on by the accounts handled.
• Achieve the target number of project leads generated and added to the pipeline.
• Regularly communicate and collaborate with the sales team to identify new project opportunities.

Specifications To work on delivering project specifications as per the target value by working on specific tasks

• Develop and implement strategies to secure product specifications/addition of product in make-lists for target key accounts.
• Monitor and track progress of product specifications, through submission of certifications and product information.
• Coordinate with the Institutional Sales teams for on-site sampling and ensure the results of the same are shared to the serviced account.
• Ensure proper documentation of the specification approval and pass it on to the Institutional teams at the relevant point of time.

Value & Product Sales Targets To work in collaboration with sales team to convert a portion of the lead pipeline within the Financial year.

• Within the lead pipeline created for the year, ensure there is a proportion of sites that will yield in immediate sales.
• Work with the serviced architect firms to ensure there are sites on which the product is approved as a replacement for other brands.
• Coordinate with the Institutional Sales team to create opportunities for up-selling in these accounts to ensure higher value delivery.