Sales Manager North - BP

I. Purpose of the Job (Location: Delhi)

The Regional Sales Manager – North & East India will be responsible for driving sales growth, managing key accounts, and executing Bekaert’s commercial strategy in the assigned region towards increasing the use of Dramix® steel fibres for concrete and associated Bekaert offerings. This role focuses on increasing system share, building strong relationships with stakeholders, and ensuring profitable sales through effective engagement with customers, consultants, and contractors. The position requires leadership in managing the regional accounts and aligning with organizational objectives to achieve project revenues, system and market share targets by supporting cross regional teams’ team.
This role is critical in enhancing Bekaert’s reach across building applications, particularly industrial flooring projects and associated infrastructure coming up in the manufacturing or warehousing landscape by increasing the visibility amongst investor customers, general and flooring contractors, and assisting the specification team with any project liaising /and or consultant interactions as such. The role supports the following:-
1) Growing the system share
He/She performs all activities related to increasing the penetration of steel fibre concrete in construction applications by driving commercial excellence, relationship management with appropriate value chain partners and supporting the speciation and technical team through continuous feedback from the customer end, and thereby helping achieve the set objective in terms of (system share) growth by:
• Driving usage and acceptability of Bekaert solutions to the end customers to encourage then to use our fibres instead of traditional solutions (like rebars, mesh etc.)
• Creating project leads, project sale opportunities and wins through the proper management of Bekaert key accounts, and new customers from their existing networks.

2) Commercial Excellence
He/She performs all sales and commercial activities to support the sales organization hunting and nurturing leads, value selling our solutions to the end customers, act on the sale opportunities and convert them into wins and supply of our materials to those projects profitably and be responsible for the collection of payments for those wins. Should foresee good networking and relationship management with key customer accounts in North & East India towards these commercial goals.

3) Target Region
North & East India (Rajasthan, Punjab, Haryana, HP, UK, J&K, Delhi NCR, UP, Bihar, West Bengal, Jharkhand, Odisha, Assam and Northeast)

4) Target applications
Industrial concrete flooring, concrete pavements, precast elements and associated structural applications under the Building BU.

II. Roles and Responsibilities

The Regional Sales Manager will lead the commercial efforts in North & East India, focusing on achieving sales targets and expanding Bekaert’s presence in the region. Key responsibilities include:
• Converting opportunities into sales right from lead stage until the supply and payment collection stage of projects. 
• Managing relationships with key accounts (investor owners), consultants, and contractors to ensure specification and adoption of steel fibre solutions from Bekaert.
• Identifying new business opportunities, applications and leads in building BU and driving profitable growth.
• Coordinating with technical, specification and application teams to deliver customer-centric solutions.
• Monitoring market trends, competitor activities, and providing strategic inputs to management.
• Developing and implementing regional sales strategies aligned with business objectives including future X+5 business goals of Construction Building segment in India for the ambitious plans laid out by the organization.

The specifics of the accountabilities are enumerated below: -

1. Networking and relationship management with key customer accounts in North & East India: Meeting customers in the value chain regularly to help them understand the benefits of Dramix® steel fibres to be used in their projects. Convincing all value chain players to use Dramix® steel fibres.
2. Commercial sale of Dramix® steel fibres into building applications: In Charge of carrying out the sale of Dramix® steel fibres to the relevant value chain coordinates of projects, right from carrying on with quotations, negotiations, delivery and collection of payments at the level of “sold-to” party.
3. Help with current and future X+5 business goals of Construction Building segment in India for the ambitious plans laid out by the organization: To be communicated based on strategic exercises carried out by the organization from time to time.
4. Strategic business planning and engagement with parallel industrial accounts to drive alliances to bring out multiplier effect, increasing visibility in the market: Drive parallel opportunities discovery, new technology alliances. Be visible in the market and be the face of Bekaert at industry related events, pushing for our product in the market and collect leads and work on them. Actively coordinate with allied industry partners as and when required.

III. Skills & Competencies

• Bachelor’s Degree in Civil Engineering or related field, preferably with an MBA and more than 10 years of experience in related field.
• Proven experience in sales leadership within the construction or building materials industry.
• Strong understanding of construction value chain, concrete materials and potential associations in application streams where steel fibres may be used.
• Excellent communication, negotiation, and relationship-building skills.
• High level of autonomy and initiative.
• Teamwork across India (with different cross regional teams)
• Strategic thinking and problem-solving capabilities.
• Willingness to travel extensively (>60%).