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. 2. Institutional & Key Account Management • 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. 3. Sales Leadership & Team Management • 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. 4. Marketing Communication & Brand Promotion • 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. 5. Product Strategy & Market Insights • 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. 6. Cross-Functional Coordination • 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. 7. Revenue, Profitability & Performance Management • 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. Requirements 1. Educational Qualifications • 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. 2. Professional Experience • 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. 3. Domain & Industry Knowledge • 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. 4. Leadership & People Management Skills • 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. 5. Strategic & Analytical Skills • Ability to translate business objectives into clear sales & marketing strategies. • Strong analytical mindset with expertise in forecasting, pipeline management, and market analysis. • Comfortable with pricing strategy, margin management, and P&L responsibility. • Data-driven decision-making using CRM and sales analytics tools. 6. Commercial & Negotiation Expertise • 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. 7. Communication & Stakeholder Management • Excellent verbal and written communication skills. • Ability to present business plans, forecasts, and performance updates to Board, Directors, and senior management. 8. Marketing & Brand Orientation • 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. 9. Technology & Systems Exposure • Hands-on experience with CRM systems, ERP coordination, sales dashboards, and MIS reporting. • Comfort with digital lead generation tools and data-driven sales processes. 10. Personal Attributes • 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. 11. Success Indicators for the Role • 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.