Zonal Sales Manager - Building Material (Delhi, Kolkata, Bengaluru)

About Sales Gallop

Sales Gallop connects exceptional talent with high-impact career opportunities.

We help organisations build strong sales teams and leadership capabilities, while helping professionals find roles that match their experience, aspirations and potential.

Our focus is simple: the right talent, the right opportunity, and the right fit for long-term success.

Zonal Sales Manager / Zonal Manager – Building Materials | Project Sales

Locations: North India | South India | East India

Reporting to: Business Head / National Sales Head

Team: Regional Managers / State Managers

Role Purpose

• Lead the zonal sales strategy and business growth for the assigned region.
• Drive project sales, specification, market development, revenue and profitability.
• Build and strengthen relationships with architects, builders, developers, kitchen studios, interior design studios, MEP consultants, PMCs and contractors.
• Lead, mentor and develop Regional Managers and State Managers to achieve business objectives.

Key Responsibilities

• Develop and execute the overall zonal sales strategy, annual business plans and territory-wise growth plans.
• Lead and manage Regional Managers / State Managers across the zone, ensuring clear targets, KPIs and accountability.
• Drive project sales through strong engagement with architects, builders, developers, kitchen studios, interior design studios, consultants, PMCs and contractors.
• Develop specifications, product approvals and brand preference at the architect, consultant and project level.
• Build a strong pipeline by identifying projects at the design, specification, BOQ, tender and execution stages.
• Convert upcoming and ongoing projects into sustainable revenue opportunities.
• Strengthen relationships with key accounts, large developers, institutional customers and strategic project stakeholders.
• Identify and develop new markets, territories and business opportunities within the zone.
• Expand the company's presence across kitchen studios, interior design studios and other project influencers.
• Track competitor activity, market trends, pricing and product developments and translate insights into actionable strategies.
• Review sales performance, forecasts, pipeline, conversion ratios, collections and profitability on a regular basis.
• Work closely with marketing teams to drive architect meets, CPDs, product presentations, exhibitions and specification-building initiatives.
• Coordinate with operations, supply chain, finance and customer service teams to ensure smooth project execution and collections.
• Coach and mentor the sales team, build leadership capability and create a strong succession pipeline.
• Ensure disciplined CRM usage, reporting, forecasting and adherence to company policies and processes.

Ideal Profile

• 15–20+ years of experience in Building Materials, Construction Products or related industries.
• Strong exposure to project sales, specification sales and institutional business.
• Proven experience managing multi-state / zonal markets and large sales teams.
• Established relationships with architects, builders, developers, consultants, kitchen studios and interior design studios.
• Good understanding of the complete project sales cycle—from lead generation and specification to order conversion, execution and collections.
• Strong commercial, negotiation, business development and market expansion capabilities.

Qualifications

• Strong experience in zonal or regional sales management within the building materials, construction or related industries.
• Proficiency in developing and executing sales strategies, territory plans and dealer/distribution network strategies.
• Ability to analyse sales data, prepare forecasts and reports, and effectively use CRM and sales management tools.
• Excellent communication, negotiation and relationship-building skills for working with internal teams and external stakeholders.
• Demonstrated ability to lead, coach and motivate sales teams to achieve and exceed targets.
• Comfortable with extensive field work, on-site engagement and frequent travel across the assigned zone.
• Bachelor’s degree in Business, Marketing, Engineering or a related field; an MBA or equivalent postgraduate qualification will be an advantage.
• Sound understanding of regional market dynamics; experience in Bengaluru and neighbouring markets, with exposure to Delhi/NCR or Kolkata/East India markets, will be an added advantage.
• Strong organisational skills, resilience under pressure and a highly results-oriented mindset.

Key Success Measures

• Zonal revenue and profitable growth
• Project pipeline and conversion
• Specifications and product approvals
• New project acquisition
• Architect / builder / design studio engagement
• Key account development
• Market and territory expansion
• Team productivity and leadership development
• Collections and working-capital discipline
• Market share and competitive positioning
• Contribution from project and channel sales

Three positions can be positioned as:

Zonal Sales Manager – North India | Zonal Sales Manager – South India | Zonal Sales Manager – East India, each with the relevant Regional / State Managers reporting into the role.