Key Account Manager – Project Sales - Mumbai

Position: Key Account Manager – Project Sales

Location: Mumbai

Department: Project Sales / Business Development

Reporting To: Head – Project Sales / Business Head

Purpose of the Role

To drive project sales and business development in Mumbai by identifying and developing key projects, building strong relationships with MEP Consultants, Builders & Developers, Architects, Plumbing Contractors and Project Management Consultants (PMC), and ensuring successful specification, conversion and closure of projects.

The role will be responsible for achieving annual, quarterly and monthly sales targets, increasing market share, developing new business opportunities and strengthening the company's presence across the project segment.

Key Responsibilities

1. Sales Planning & Target Achievement

• Forecast and plan annual, quarterly and monthly sales goals for the assigned territory.
• Develop and execute project sales strategies to achieve business targets.
• Monitor sales pipeline, project stages, order booking and revenue achievement.
• Identify gaps against targets and implement corrective actions.
• Ensure consistent achievement of monthly, quarterly and annual sales objectives.

2. Project Identification & Business Development

• Identify new projects and business opportunities across Mumbai.
• Develop a strong project pipeline covering upcoming and ongoing projects.
• Track projects from concept/design stage through specification, tendering, negotiation and final order conversion .
• Generate leads through market intelligence, consultant networks, builders, developers, contractors and PMCs.
• Identify potential areas for business expansion and improvement.

3. Key Account Management

• Develop and maintain strong relationships with key project stakeholders.
• Manage relationships with:
  • MEP Consultants
  • Builders & Developers
  • Architects
  • Plumbing Contractors
  • PMC / Project Management Consultants
  • Contractors and other project influencers
• Conduct regular customer meetings and understand project requirements.
• Act as the key point of contact for strategic accounts and projects.

4. Consultant & Specification Management

• Build relationships with MEP and plumbing consultants to ensure product specification and brand preference .
• Conduct technical/product presentations and product demonstrations.
• Understand consultant requirements and recommend suitable products/solutions.
• Follow up on specifications and ensure products remain approved throughout the project lifecycle.
• Identify opportunities where competitor products are currently specified and work towards conversion.

5. Project Conversion & Negotiation

• Follow up with Builders, Developers, Contractors and Purchase teams for project conversion.
• Negotiate commercial terms and finalize orders within approved company guidelines.
• Coordinate with Sales, Commercial, Technical and Customer Service teams for smooth order execution.
• Ensure timely follow-up from enquiry to quotation, negotiation and order closure.
• Develop strategies to convert identified projects into actual business.

6. Market Share & Competition Management

• Identify opportunities to increase market share in the assigned territory.
• Conduct regular competitor mapping and monitor:
  • Competitor products
  • Pricing
  • Specifications
  • New product launches
  • Project penetration
  • Customer preferences
• Provide market intelligence and competitor feedback to management.
• Develop strategies to counter competitor presence in key projects.

7. Customer Relationship Management

• Drive Key Account Relationship Management through regular meetings and structured follow-ups.
• Maintain long-term relationships with consultants, builders, developers, architects and contractors.
• Understand customer requirements, challenges and upcoming project plans.
• Resolve customer issues through coordination with internal teams.
• Ensure high levels of customer satisfaction and repeat business.

8. Project Tracking & Reporting

• Maintain an updated project database and sales funnel.
• Track project value, stage, probability, competition and expected closure.
• Prepare regular reports covering:
  • New projects identified
  • Projects under specification
  • Projects under negotiation
  • Order conversion
  • Lost projects
  • Competitor activity
  • Sales forecast
• Submit regular market and project updates to management.

9. Cross-Functional Coordination

• Coordinate with internal Sales, Technical, Marketing, Commercial, Customer Service and Supply Chain teams .
• Ensure customer/project requirements are communicated effectively to internal stakeholders.
• Support smooth execution of projects from order booking to delivery.
• Provide market feedback to management for product and business strategy.

Key Performance Indicators (KPIs)

• Achievement of annual, quarterly and monthly sales targets
• New project identification
• Project pipeline value
• Project specification achievement
• Project conversion ratio
• New customer/key account acquisition
• Market share growth
• Order value and revenue generation
• Consultant/MEP engagement
• Customer retention and repeat business
• Accuracy of sales forecasting
• Competitor conversion

Ideal Candidate Profile

• Graduate in Engineering / Diploma / Business Management or related discipline.
• 5–10 years of experience in Project Sales / Key Account Management / Institutional Sales.
• Strong experience in Building Materials / Plumbing / Pipes & Fittings / Bathware / Sanitaryware / MEP-related products preferred.
• Should have an established network among MEP Consultants, Builders, Developers, Architects, Plumbing Contractors and PMCs in Mumbai.
• Strong understanding of the project sales cycle and specification-to-order conversion process .
• Experience in negotiating and closing large project orders.
• Strong communication, presentation, negotiation and relationship-management skills.
• Should be commercially driven and capable of developing new business independently.
• Good knowledge of Mumbai's project/infrastructure and construction market.