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.