General Manager - Marketing

1. Strategic Marketing & Business Growth

• Develop and implement marketing strategies to drive sales growth across all business segments.

• Identify new business opportunities, emerging market needs, and expansion areas within institutional and key account markets.

• Plan annual sales & marketing budgets, forecasts, and growth targets aligned with company objectives.
  
  

• Build and nurture long-term relationships with key accounts, large institutions, architects, consultants, project management companies, and influencers.

• Lead institutional sales initiatives by tapping hospitals, schools, colleges, corporates, IT parks, canteens, and government establishments.

• Ensure customer satisfaction, timely project completion, and retention of strategic accounts.

• Negotiate high-value deals and finalize commercial terms with major clients.
  

• Lead, mentor, and motivate field and backend sales teams across India.

• Set sales targets, define KPIs, and ensure consistent performance through monitoring, reviews, and corrective actions.

• Build a high-performing sales organization through training, skill development, and performance coaching.

• Foster a goal-driven, collaborative, and customer-first culture.
  

• Oversee development of marketing collaterals, digital presence, product catalogues, presentations, and promotional campaigns.

• Drive participation in trade shows, exhibitions, institutional meets, and industry networking events.

• Align marketing communication with brand values and product positioning in each vertical segment.
  

• Work with product development teams to guide new product introductions based on market trends and customer requirements.

• Provide structured market intelligence on competition, pricing, customer preferences and industry developments.

• Ensure product line relevance, pricing strategy, and margin optimization.
  

• Collaborate with operations, supply chain, design, and installation teams to ensure seamless order execution.

• Coordinate with finance for quotation approvals, credit management, and receivables follow-up.

• Work with R&D and design teams to refine solutions for large institutional projects.
  

• Achieve monthly, quarterly, and annual revenue targets consistently.

• Ensure healthy gross margins and product mix optimization.

• Monitor sales funnels, conversion ratios, and institutional project pipelines.

• Prepare management reports on sales performance, forecasts, and strategic initiatives.
  

• Bachelor’s degree in Business Administration, Marketing, Engineering, or a related discipline.

• 
  MBA / PGDM in Marketing or Sales is strongly preferred.

• Additional certifications in Sales Leadership, Key Account Management, or Strategic Marketing are an advantage.
  

• 18 20 years of progressive experience in B2B / institutional sales and marketing .

• Minimum 5 7 years in a senior leadership role (GM / DGM / National Sales Head).

• Proven experience in commercial furniture, interiors, building materials, healthcare products, or project-based B2B businesses .

• Strong exposure to institutional sales models, key account management, and large project negotiations.

• Demonstrated track record of driving revenue growth, market expansion, and team scaling .
  

• Deep understanding of healthcare, education, corporate office, and cafeteria institutional buying behavior .

• Knowledge of project-based selling, tendering processes, and institutional procurement cycles.

• Familiarity with working alongside architects, consultants, PMCs, contractors, and facility managers .

• Awareness of manufacturing constraints, lead times, cost structures, and customization requirements in furniture businesses.
  

• Strong ability to build, lead, and inspire multi-regional sales teams .

• Experience in defining KRAs, KPIs, incentive structures, and performance review mechanisms .

• Capability to mentor mid-level managers and create leadership succession.

• Proven change-management skills in growing or restructuring sales organizations.
  

• Ability to translate business objectives into clear sales & marketing strategies .

• Strong analytical mindset with expertise in forecasting, pipeline management, and market analysis .

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• Comfortable with pricing strategy, margin management, and P&L responsibility .

• Data-driven decision-making using CRM and sales analytics tools.
  

• Expertise in handling high-value institutional negotiations and contract closures.

• Strong understanding of commercial terms, credit policies, payment cycles, and risk mitigation .

• Ability to balance customer expectations with company profitability .
  

• Excellent verbal and written communication skills.

• Ability to present business plans, forecasts, and performance updates to Board, Directors, and senior management .
  

• Strategic exposure to brand building in B2B environments .

• Experience in overseeing marketing communication, exhibitions, institutional events, and digital marketing initiatives .

• Ability to align brand messaging with sales objectives.
  

• Hands-on experience with CRM systems, ERP coordination, sales dashboards, and MIS reporting .

• Comfort with digital lead generation tools and data-driven sales processes.
  

• Results-oriented, decisive, and execution-focused.

• High integrity, professionalism, and ownership mindset.

• Strong problem-solving and conflict-resolution abilities.

• Willingness to travel extensively across regions and key accounts.
  

• Consistent achievement of annual revenue and growth targets.

• Expansion of key accounts and institutional footprint.

• Improved brand visibility and market positioning.

• Strong, stable, and high-performing sales & marketing team.