Position: Zonal Key Account Manager Institutional & Project Sales

Department: Sales Institutional & Project Sales

Business Unit: Tiles Division

Location: Bangalore

Reporting to: National Sales Manager / Business Head

Company Overview

Nitco Ltd. is one of India's leading manufacturers and retailers of floor and wall tiles, known for its legacy of design, innovation, and product excellence. With a premium product portfolio and a strong national presence, Nitco serves residential, commercial, and institutional clients through high-impact solutions across tiles, marble, and mosaics.

Role Objective

To drive strategic account development and sales growth across the assigned zone by managing key accounts in the real estate, commercial, and institutional segments. This role involves high-level engagement with stakeholders, account planning, cross-category sales, and project lifecycle ownership. The Zonal Key Account Manager will be instrumental in growing Nitco's presence in high-potential markets while ensuring execution excellence and financial control.

Key Responsibilities

Strategic Account Identification & Segmentation
Identify, develop, and nurture key accounts in the real estate, hospitality, commercial, and institutional sectors aligned with Nitco's premium positioning.
Segment accounts based on volume potential, design relevance, margin contribution, and strategic value.
Prioritize high-impact projects and decision-makers across multiple cities within the zone.
Continuously track new market opportunities and increase penetration across Tier 1, 2, and 3 markets.
Relationship Management & Stakeholder Engagement
Establish strong relationships with key decision-makers: promoters, architects, interior designers, purchase heads, project consultants, and contractors.
Serve as the brand ambassador of Nitco to strategic accounts, presenting the latest collections, technical innovations, and value propositions.
Drive solution-oriented discussions tailored to each project's design and budget goals.
Conduct periodic joint business reviews to strengthen engagement and ensure customer satisfaction.
Sales Growth & Share of Wallet Expansion
Drive cross-category sales across Nitco's product linestiles (floor and wall), engineered and natural marble, mosaics.
Expand wallet share by identifying renovation cycles, new sites, or expansion opportunities within existing accounts.
Manage the complete project sales cycleproduct presentations, approvals, samples, mock-ups, BOQ finalization, order placement, and delivery coordination.
Account Planning & Strategic Execution
Build detailed account plans outlining sales targets, project pipelines, timelines, and influence maps.
Collaborate with marketing and design teams to deliver differentiated value to key clients.
Liaise with supply chain and plant teams to ensure timely and complete delivery during critical project phases.
Maintain accurate pipeline tracking, forecast submissions, and CRM updates.
Collections & Financial Controls
Drive timely collections by proactively managing invoicing, credit terms, and reconciliations with large accounts.
Track overdue accounts and work with finance to resolve disputes or delays.
Maintain account-level financial health through structured follow-ups and reporting.
Internal Collaboration & Execution Excellence
Work closely with internal teams (design, dispatch, product, customer care) to fulfill client commitments end-to-end.
Represent the customer internally to align delivery and product specifications with expectations.
Share timely insights on market trends, competitor activities, and pricing benchmarks to influence strategic planning.

Desired Candidate Profile

Graduate in Business, Marketing, or Civil Engineering; MBA preferred
Minimum 12+ years of experience in B2B/project sales or key account management
Proven success in project-based sales, long sales cycles, and large stakeholder engagements
Strong network with architects, developers, consultants, and procurement heads
High ownership, strategic thinking, interpersonal influence, and multitasking ability
Willingness to travel extensively across the zone and manage multi-location projects.

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