Zonal Manager - North(Commercial Project Sales)

Job Description

Position: Zonal Manager – North (Commercial Project Sales)

Location: Delhi
Reporting To: Sales Head – Commercial Projects(SAARC)
Department: Project Sales

Company: ASSA ABLOY Opening Solutions India Pvt. Ltd.

Position Summary

The Zonal Manager – Commercial Project Sales is a senior leadership role responsible for driving the overall commercial project sales strategy and revenue growth across the North Zone. The incumbent will lead and mentor a team of ADMs, BDM’s build deep relationships with top-tier commercial developers, builders, architects, and key channel partners, and ensure ASSA ABLOY products are specified and executed across high-value commercial projects in the region.

This role plays a critical part in scaling the commercial projects business, establishing ASSA ABLOY as the preferred brand in the commercial segment, and ensuring seamless execution from project specification to order fulfillment and collection.

Key Responsibilities:

• Define and execute the zonal commercial project sales strategy; drive revenue targets across the North Zone by identifying and converting high-value opportunities.
• Build and maintain a robust, well-qualified sales funnel at the zonal level, ensuring consistent pipeline health across all ADM/BDM territories.
• Lead, coach, and manage a team of ADM’s, BDM’s — set clear KPIs, conduct performance reviews, and drive accountability through regular field visits and joint client meetings.
• Build and sustain senior-level relationships with leading commercial developers, builders, PMC firms, and architects to drive product specifications into major projects.
• Lead critical negotiations, finalize commercials, and manage pricing in line with company margin guidelines.
• Collaborate with Specifications and Marketing teams to amplify brand presence, secure project approvals, and support product launches and BTL campaigns.
• Ensure timely order fulfillment through coordination with Logistics, Finance, and Service teams; monitor collections and adherence to credit terms.
• Provide accurate zonal MIS — Sales Forecasts, Order Pipeline, Collection Reports, and Market Intelligence; recommend counter-strategies based on competitive activity.
• Represent ASSA ABLOY at industry forums, real estate conclaves, and trade exhibitions; drive influencer meets, technical seminars, and customer engagement events across the zone.

Skills Required

• Proven ability to lead and grow a B2B commercial project sales team in a competitive market.
• Deep understanding of the commercial real estate and construction ecosystem — developers, PMCs, architects, and contractors.
• Strong strategic thinking with the ability to convert market insights into actionable sales plans.
• Exceptional stakeholder management, negotiation, and closing skills at senior levels.
• People leadership skills — ability to inspire, coach, and build high-performing sales teams.
• Strong commercial acumen — pricing, margins, credit management, and P&L orientation.
• Proficiency in MS Excel, PowerPoint, and CRM tools for reporting and pipeline management.
• Willingness to travel extensively within the North Zone.

Educational Qualification and Experience

• Bachelor's Degree – Engineering (Civil / Mechanical preferred)

MBA in Sales / Marketing preferred

• 10–15 years of total experience in B2B/project sales within the building materials, architectural hardware, or allied construction industry
• Minimum 3–4 years in a zonal / regional leadership role managing a team

Additional Information

• This position requires extensive travel within the North Zone and periodic travel to HO/national meetings.
• The incumbent must demonstrate a solutions-oriented mindset and the ability to manage multiple high-value stakeholders simultaneously.
• Prior experience in commercial real estate, premium hardware, or building products sales is strongly preferred.

Note: This job description is not intended to be an all-inclusive list of duties and responsibilities. Rather, it is intended only to describe the general nature of the job. Employee may be expected to perform other related duties as required to meet the ongoing needs of the organization.