Senior Manager - Sales - Aluminium Formwork Systems

Job Summary:

The Senior Manager Sales will be responsible for driving revenue growth, expanding market presence, and managing customer relationships across the assigned region/zone for the company's Aluminium Formwork Systems. The role involves identifying new business opportunities, managing strategic accounts, collaborating with project stakeholders, and ensuring achievement of sales targets while strengthening the company's position in the construction industry.

Key Responsibilities:

Sales & Business Development:

• Achieve regional sales revenue, profitability, and market share targets.
• Develop and execute regional sales strategies aligned with organizational objectives.
• Identify and acquire new customers including real estate developers, contractors, EPC companies, infrastructure companies, and construction firms.
• Generate business opportunities for aluminium formwork systems across residential, commercial, industrial, and infrastructure projects.
• Build and maintain a robust sales pipeline through market intelligence and customer engagement.
• Drive repeat business through long-term customer relationship management.

Key Account Management:

• Manage strategic and high-value customer accounts within the assigned region.
• Engage with CXOs, Project Directors, Procurement Heads, Construction Heads, and decision-makers.
• Develop account growth plans for key customers.
• Ensure high customer satisfaction throughout the sales lifecycle.

Technical & Commercial Sales:

• Understand customer project requirements and recommend suitable aluminium formwork solutions.
• Coordinate with Design, Engineering, Estimation, and Project teams to prepare techno-commercial proposals.
• Lead commercial negotiations while ensuring profitability and compliance with company pricing guidelines.
• Support customers through technical presentations and product demonstrations.

Market Development:

• Monitor construction trends, government projects, competitor activities, and emerging market opportunities.
• Develop strategies to penetrate untapped markets and increase market share.
• Represent the company at industry exhibitions, seminars, and customer events.

Sales Planning & Forecasting:

• Prepare annual, quarterly, and monthly sales plans.
• Maintain accurate sales forecasts and opportunity tracking.
• Review regional performance and implement corrective actions where required.
• Ensure timely submission of sales reports and business updates.

Cross-functional Coordination:

• Collaborate with Engineering, Design, Manufacturing, Planning, Finance, Logistics, and Project Execution teams to ensure seamless order execution.
• Coordinate internally for proposal preparation, order processing, delivery schedules, and customer support.

Team Leadership:

• Lead, mentor, and develop Regional Sales Managers, Area Sales Managers, and Sales Engineers.
• Set performance goals and monitor team productivity.
• Build a high-performance sales culture through coaching and performance reviews.

Customer Relationship Management:

• Maintain strong relationships with developers, consultants, architects, project management consultants, and contractors.
• Resolve commercial and customer service issues promptly.
• Ensure high levels of customer engagement and retention.

Educational Qualifications:

• Bachelor's Degree in Civil Engineering, Mechanical Engineering, or Architecture preferred.
• MBA in Marketing or Sales Management will be an added advantage.

Experience:

• 1015 years of experience in B2B sales within the construction industry.
• Minimum 45 years in a regional or zonal sales leadership role.
• Experience in Aluminium Formwork, Formwork Systems, Construction Equipment, Building Materials, Scaffolding, Precast Systems, Structural Steel, or related construction products is preferred.
• Proven track record of achieving regional sales targets and managing large customer accounts.
• Travel Requirement: Extensive travel (5070%) across the assigned region/zone for regular customer meetings, project site visits, dealer interactions, and participation in industry events.

Technical Competencies:

• B2B Sales & Business Development
• Solution Selling
• Techno-Commercial Negotiation
• Key Account Management
• Contract Management
• Sales Forecasting
• CRM Systems
• Tender & Bid Management
• Construction Industry Knowledge
• Financial Acumen
• Market Intelligence
• Strategic Planning

Preferred Industry Background:

• Aluminium Formwork Systems
• Construction Technology
• Building Materials
• Construction Equipment
• Scaffolding & Shuttering Systems
• Precast Construction
• Structural Steel
• Infrastructure Solutions