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Deputy General Manager – Sales (Building Materials) | Karnataka

Location: Karnataka(Bangalore)
Reporting to: C.O.O(Chief Operating Officer)

Role Purpose

The DGM–Sales (Karnataka) is the state business custodian for the Building Materials portfolio, responsible for driving volume, value, specification leadership, and market dominance across retail, projects, and institutional segments. The role demands deep trade understanding, influencer management, and project-led growth strategy.

Strategic Responsibilities

• Own state-level revenue, volume, margin, and working capital for the Building Materials portfolio.
• Drive profitable growth through right mix of retail, project, and institutional sales.
• Translate national growth priorities into Karnataka-specific business strategies.

• Define and execute distinct GTM strategies for:
• • Retail / Dealer Market
  • Projects (Residential, Commercial, Infrastructure)
  • Institutional / Government / PSU
• Identify micro-markets (Bengaluru, Mysuru, Mangaluru, Hubballi, Belagavi, Tier-2 & Tier-3 towns) for focused expansion.
• Drive product-wise and segment-wise penetration.

• Design and strengthen distribution architecture – distributors, super stockists, sub-dealers.
• Ensure healthy channel economics, credit discipline, and stock norms.
• Improve dealer loyalty, shelf visibility, and share of wallet through structured programs.

• Build strong engagement with architects, consultants, PMC, developers, and contractors.
• Drive specification approvals and product standardization in large projects.
• Create a project pipeline management system with stage-wise tracking and closure discipline.
• Collaborate with technical & application teams for on-site trials and demos.

• Develop deep relationships with:
• • Architects & designers
  • Builders & developers
  • Contractors & applicators
  • Government & institutional bodies
• Lead specification, training, and engagement programs to influence brand preference.

• Formulate state-level pricing and discount strategies aligned with competitive dynamics.
• Track competitor activity — schemes, pricing, launches, and channel movements.
• Lead counter-strategy formulation to protect and grow market share.

• Lead multi-layered teams: RSMs, ASMs, Project Sales, Specification Managers, Trade Marketing.
• Build a performance-driven, disciplined, and ethical sales culture.
• Drive capability building on products, application knowledge, negotiation, and project selling.

• Work closely with Marketing on campaigns, launches, and influencer programs.
• Coordinate with Supply Chain for demand planning and service levels.
• Partner with Finance for credit control and receivable management.
• Align with Technical & R&D teams for market feedback and innovation inputs.

Key Strategic Outcomes

• Strong market share growth in Karnataka
• Dominant specification and project pipeline
• Profitable and loyal trade & channel network
• High-performing, future-ready sales organization
• Sustainable brand leadership in building materials

Ideal Candidate Profile

• Experience: 12–20+ years in Building Materials / Construction / Infra sales
• Education: Engineering / MBA preferred
• Strong Exposure: Retail + Projects + Specification sales
• Market Knowledge: Karnataka trade, projects & influencer ecosystem

Telephonic Interview Available

• Telephonic interview are scheduled for this job opening.
• Interested Candidates are requested to apply and get recruiter contact number for telephonic interview.
• Candidates can call recruiter on given contact to start telephonic interview during working hours.