AVP- Key Accounts - Building Materials

Love Pangolin · India

AVP – Key Accounts · Mumbai · Reports to Head of Sales

The mandate

Our client is a large, listed Indian building materials company with a multi-decade brand, a national retail footprint. Its institutional and large-project business — builders, contractors, architects & PMC firms, and other high-value accounts — has grown organically but without a dedicated owner driving it forward. This role exists to change that: to take a defined set of key accounts and turn them into a managed, growing revenue line, and to open new large accounts that the current channel structure hasn't reached. Done well, within 12–18 months the company has a clear key-account book with predictable, growing revenue, a live pipeline of new large accounts in active conversion, and a repeatable process for identifying, pursuing and servicing this segment that outlives any one person.

What you will own

• Manage and grow revenue from an assigned portfolio of existing key and institutional accounts, with clear account-level targets.
• Identify, pursue and close new key accounts — builders, large contractors, and institutional buyers — expanding the account base beyond what the existing dealer network covers.
• Build and maintain relationships with architects & PMC firms and specification influencers who route large-project business.
• Own the specification-to-order journey for key accounts: from initial project engagement through commercial negotiation to order execution and after-sales servicing.
• Build a repeatable key-account process — account qualification, pursuit cadence, servicing standards — that can scale beyond your own individual effort.
• Coordinate with the projects channel, dealer network and manufacturing/plant teams to ensure large orders are serviced reliably and on time.
• Report account performance, pipeline health and win/loss patterns to the Head of Sales on a regular cadence.

What you bring

Must have

• 8–12 years in B2B/institutional sales within the building materials industry specifically, with direct ownership of key or institutional accounts.
• A track record of personally closing large-value accounts (project or institutional scale), not just managing an inherited book.
• Demonstrated experience working with architects, PMC firms, contractors or builders as a route to specification and order conversion.
• Experience owning a revenue number for a defined account portfolio, with the ability to show account-level growth over at least one full sales cycle.

Strongly preferred

• Existing relationships with architects, PMC firms or large contractors in the Mumbai/western India market.
• Experience selling a considered-purchase, specification-driven building material (tiles, sanitaryware, facades, or similar).

What we look for beyond the CV

• Someone who will personally run the account relationship and the deal — not someone who has only directed a team doing it.
• Comfortable reporting into a lean, founder-style leadership structure with high accountability and short feedback loops.
• Able to work the ground — site visits, project meetings, negotiations — alongside the strategic account plan.
• Judgment to prioritise a portfolio of accounts at different stages rather than chasing whichever deal is loudest.

Reporting and structure

Reports to the Head of Sales. Key internal interfaces: the projects channel and dealer network teams, plant/manufacturing for order servicing, and senior leadership for large or strategic account decisions. Compensation

Commensurate with experience.

How to apply

Interested candidates should apply via LinkedIn Easy Apply.