Project Sales,key Accounts Manager,institutional Sales

Here's the JD tailored for the **Paints/Coatings Industry**:

**Job Title:** Key Accounts Manager – Projects Sales (Paints & Coatings, Builders/Developers)

**Role Summary:** Drive institutional/project paint sales by managing key accounts with major builders, real estate developers, and corporate construction firms — securing specification-in with architects/consultants and converting project pipeline into bulk paint orders (exterior, interior, waterproofing, texture, etc.)

**Key Responsibilities:**

- Identify and develop key accounts among major builders, developers, and corporate construction companies for project/institutional paint sales

- Get paint systems specified early in the project cycle by engaging architects, PMCs (project management consultants), and interior designers ("spec-in" strategy)

- Build and maintain relationships with builder-side decision-makers: purchase heads, project managers, site engineers, and site painters/contractors

- Recommend appropriate paint systems (exterior emulsions, interior emulsions, waterproofing coatings, texture/wood/metal finishes) based on project requirements — coordinating with technical/application team

- Prepare commercial proposals, negotiate rate contracts/annual rate agreements for bulk paint supply across multiple project sites

- Coordinate site demonstrations, mock-ups, and color consultations with builders' technical/design teams

- Track builder project schedules (painting stage timelines) to plan dispatch and avoid site delays

- Ensure proper application support — liaise with technical service team/painter training for correct usage and to prevent complaints/rework

- Manage credit terms, timely collections, and account reconciliation for large builder accounts

- Monitor competitor brand penetration (Asian Paints, Berger, Nerolac, Dulux, etc.) in key accounts and drive conversions/defend share

- Participate in tender/bid processes for large housing/commercial projects

- Prepare periodic sales MIS: order book, project pipeline, revenue forecast, collection status

**Requirements:**

- Bachelor's degree (Civil Engineering/Chemistry/Business preferred); MBA a plus

- 5–10 years in project/institutional paint sales, preferably with a paint manufacturer or distributor

- Existing relationships with builders, developers, architects, and PMCs is a strong advantage

- Working knowledge of paint systems, application processes, and common site issues (dampness, peeling, efflorescence, etc.)

- Strong negotiation and key account management skills

- Willingness to travel extensively across project sites