Zonal Business Development Manager

Job Purpose -

The Zonal Business Development Manager will be responsible for driving specification and conversion opportunities across the assigned zone by building strong relationships with architects, interior designers, developers, PMC consultants, plumbing contractors, and other key influencers. The role will involve developing and executing zonal business development strategies, leading a team of Business Development Managers, and ensuring Kohler products are specified in key projects across residential, hospitality, commercial, and institutional segments.
 
Roles & Responsibilities

• Business Strategy & Market Development
• Develop and execute the zonal business development strategy aligned with Kohler India's business objectives.
• Drive specification influence across key projects through engagement with architects, interior designers, developers, consultants, and contractors.
• Identify emerging market opportunities, customer segments, and key projects to expand Kohler's footprint within the zone.
• Build and maintain a robust project pipeline and ensure timely conversion of specifications into business.

 Stakeholder Management

• Establish and strengthen relationships with leading architectural firms, design consultants, developers, hospitality chains, PMCs, and influential stakeholders across the zone.
• Act as Kohler's key representative in strategic customer engagements and industry forums.
• Collaborate closely with Sales, Marketing, Product Management, and Channel teams to maximize project conversion and customer engagement.

Team Leadership

• Lead, mentor, and develop a team of Business Development Managers and Executives across the zone.
• Drive performance management, capability building, and succession planning within the team.
• Establish clear KPIs, review performance periodically, and provide coaching to ensure achievement of business goals.

Project & Specification Management

• Monitor specification trends, project status, and conversion metrics across the zone.
• Ensure regular engagement with influencers to maximize specification share for Kohler's product portfolio.
• Support key project negotiations and strategic initiatives to strengthen Kohler's positioning.

Market Intelligence

• Track competitor activities, emerging design trends, and market developments.
• Provide actionable insights and recommendations to leadership teams on market opportunities and competitive positioning.
• Maintain an updated database of key influencers, projects, and strategic accounts across the zone.

Reporting & Governance

• Review business performance, project status, and key initiatives through periodic business reviews.
• Ensure compliance with company policies, processes, and reporting requirements.
• Undertake additional assignments and strategic initiatives as required by the business

Skills & Knowledge

• Bachelor's Degree in Architecture, Interior Design, Engineering, Business Administration, or a related discipline.
• MBA (Full-Time) preferred.
• 12–14 years of experience in Business Development, Specification Sales, Project Sales, or Key Account Management within the sanitaryware, bath fittings, building materials, interior solutions, luxury products, or allied industries.
• Proven experience in managing multiple geographies and leading teams.
• Strong network with architects, interior designers, developers, consultants, and key industry influencers
• Demonstrated ability to drive specification-led sales and manage large strategic accounts.
• Strong commercial acumen, negotiation, and stakeholder management skills.
• Excellent communication, presentation, and relationship-building capabilities.
• Design-oriented and solution-selling mindset with the ability to influence senior decision-makers.
• Strong analytical, planning, and execution capabilities.