AREA SALES MANAGER

Role Summary

The Area Sales Manager – B2B Sales / Project Sales is responsible for driving Project and B2B Sales business, generating and managing key accounts, converting project leads into work orders, and ensuring smooth project execution and collections. The role involves project planning, demand forecasting, technical coordination, and relationship management with key stakeholders including consultants, PMC, and government bodies.

Key Responsibilities

1. Project Sales Management

● Drive B2B Sales and project sales across assigned regions.

● Manage the complete project sales cycle from lead generation to execution.

● Ensure timely conversion of project leads into confirmed work orders.

● Coordinate execution of projects within Kerala and outside Kerala.

2. Target Achievement

● Achieve monthly, quarterly, and annual sales targets.

● Drive revenue growth through new projects and key accounts.

● Ensure achievement of collection targets as per company policy.

3. B2B Sales & Marketing

● Drive B2B sales and marketing activities in the B2B Sales segment.

● Generate new project leads through market mapping, networking, and field activities.

● Strengthen brand presence among architects, consultants, builders, and contractors.

● Execute B2B sales and marketing initiatives aligned with company strategy.

4. Key Account Generation & Management

● Identify, generate, and develop key accounts across assigned regions.

● Build and manage strong relationships with:

▪ Builders & Developers

▪ Architects & Consultants

▪ Engineers

▪ PMC (Project Management Consultants)

▪ Government Departments & PSU bodies

▪ B2B Contractors

● Ensure continuous engagement, repeat business, and account growth.

● Handle negotiations, pricing discussions, and commercial closures.

5. Project Planning & Demand Planning

● Prepare project-wise sales and execution plans.

● Coordinate with operations and supply chain teams for demand forecasting.

● Ensure timely material availability as per project schedules.

● Support execution teams to ensure timely completion of projects.

6. Project & Technical Support

● Coordinate with technical and R&D teams for product approvals and specifications.

● Provide technical support during site visits, mock-ups, and application stages.

● Ensure correct product application as per company guidelines.

● Support resolution of technical issues at project sites.

7. Monitoring, Control & Review

● Monitor lead flow, site visits, quotations, work orders, and execution status.

● Review project performance and identify gaps.

● Conduct periodic reviews and implement corrective actions.

● Ensure compliance with company SOPs and commercial policies.

8. CRM & Data Management

● Ensure accurate CRM updates for leads, site visits, quotations, and orders.

● Track lead-to-order conversion and project performance.

● Use CRM data for forecasting, planning, and reporting.

9. Collections & Commercial Control

● Ensure timely collection of:

▪ Advance payments

▪ Stage-wise payments

▪ Final payments

● Coordinate with finance and customers to minimize outstanding dues.

10. Customer & Relationship Management

● Maintain strong relationships with:

▪ Builders & Developers

▪ Architects & Consultants

▪ PMC & Government Departments

● Act as the primary point of contact for customers.

● Handle customer complaints and ensure timely resolution.

● Maintain high levels of customer satisfaction and retention.

Requirements

Professional Skills

● Strong B2B and project sales expertise

● Excellent negotiation and communication skills

● Strong planning, coordination, and execution ability

● Good knowledge of waterproofing / construction chemicals

Behavioral & Soft Skills

● Strong leadership and collaboration skills

● Ability to influence senior stakeholders

● Customer-focused and result-oriented

● High integrity and professionalism

● Proactive, energetic, and self-driven

● Ability to work independently and under pressure

● Respect for confidentiality and diversity

Qualifications & Experience

● Bachelor’s Degree in Civil Engineering / Marketing / Business Administration

● 4+ years of experience in:

▪ Waterproofing

▪ Construction Chemicals

▪ Building Materials / Project Sales

● Proven experience in B2B Sales and Project sales