Manager - Business Development

Job Description

Job Summary

The Business Development Manager will be responsible for driving specification-led business growth for NITCO across tiles, marble, and mosaic categories by influencing key stakeholders in the project ecosystem. The role focuses on creating demand at the pre-sales stage through engagement with architects, interior designers, contractors, project management consultants, builders, government institutions, and strategic retail partners.

This individual will be responsible for generating a robust project pipeline, securing product specifications, converting opportunities into revenue, and ensuring strong commercial outcomes through billing growth, collections, and market expansion. The role requires a commercially driven professional who can combine relationship-led selling with strategic market development to strengthen NITCO’s presence in high-potential project segments.

Key Responsibilities

1. Project Pipeline Creation & Business Development

• Identify, develop, and convert new project opportunities across residential, commercial, hospitality, institutional, and government segments.
• Build a qualified project pipeline through proactive market mapping, prospecting, relationship development, and opportunity tracking.
• Engage early in the project lifecycle to position NITCO products at the conceptual and specification stage.
• Drive revenue generation through project acquisition, lead conversion, and cross-category selling across NITCO’s product portfolio.

2. Specification Selling & Influencer Network Development

• Build and maintain strong relationships with architects, interior designers, project consultants, contractors, and developers to drive product preference and specification approvals.
• Position NITCO as a premium design-led surfaces brand through regular product presentations, design discussions, sampling programs, and engagement initiatives.
• Expand and strengthen the influencer ecosystem to create sustainable lead generation channels and repeat business opportunities.
• Ensure consistent product visibility and brand recall across target specification networks.

3. Strategic Stakeholder & Account Engagement

• Develop strong working relationships with builders, institutional buyers, retail partners, and procurement stakeholders to convert opportunities into commercial business.
• Engage with contractors and project execution teams to drive negotiations, order closures, and product adoption across multiple project sites.
• Collaborate with retail and key account teams to support seamless execution and maximize project conversion opportunities.
• Represent NITCO professionally across industry forums, exhibitions, networking events, and customer engagement platforms.

4. Government & Institutional Business Development

• Identify and pursue opportunities across government and institutional projects including CPWD, PWD, MES, public infrastructure, and institutional developments.
• Drive empanelment, approvals, and product inclusion within relevant institutional and government specifications.
• Monitor upcoming public sector opportunities and proactively position NITCO for participation.

5. Commercial Ownership & Revenue Delivery

• Own revenue generation, billing achievement, and commercial conversion for the assigned market/territory.
• Drive strong collection discipline and proactively manage receivables in coordination with finance and sales teams.
• Support reduction in Days Sales Outstanding (DSO) through structured follow-up and account management.
• Ensure commercial discipline in pricing, quotation management, and order execution aligned with company policies.

6. Market Intelligence & Strategic Planning

• Continuously monitor market trends, competitor activities, pricing movements, customer preferences, and emerging project opportunities.
• Share actionable market intelligence to support product strategy, commercial decision-making, and regional growth initiatives.
• Contribute to business planning, market expansion strategies, and channel development initiatives for assigned territories.

7. Internal Collaboration & Execution Excellence

• Work closely with sales, retail, supply chain, design, commercial, factory, and customer support teams to ensure timely project execution and customer satisfaction.
• Coordinate product sampling, mock-ups, product launches, factory visits, design studio interactions, and customer engagement activities.
• Maintain disciplined pipeline reporting, forecasting, CRM/Turbo updates, and project tracking to ensure execution visibility.

Key Performance Indicators (KPIs)

Commercial Performance

• Revenue and billing achievement vs target
• Collection efficiency and receivables management
• DSO improvement
• Margin contribution from project business

Business Development Effectiveness

• Qualified project pipeline generated
• Project conversion ratio
• New project acquisition value
• Product specification approvals secured

Market Development

• Growth in active architect/designer/consultant network
• Government/institutional approvals and project wins
• Share of wallet across assigned project ecosystem

Execution Excellence

• Forecast accuracy
• CRM/Turbo discipline
• Timeliness of project follow-up and closure

Qualification

• Bachelor’s degree in Business Administration, Marketing, Civil Engineering, Architecture, or related discipline.
• MBA preferred.

Experience

• 6–10 years of experience in business development, project sales, specification selling, or B2B sales within tiles, marble, building materials, construction, interiors, or allied industries.
• Strong experience in engaging with architects, designers, contractors, consultants, developers, and institutional stakeholders.
• Proven track record in project acquisition, relationship-led selling, and commercial execution.

Skills Required

• Strong business development and opportunity conversion skills
• Excellent stakeholder management and relationship-building capabilities
• Strong commercial acumen with understanding of billing, collections, and profitability
• Effective negotiation, presentation, and influencing skills
• Strategic market awareness and competitive intelligence orientation
• High ownership mindset with strong execution discipline
• Ability to manage multiple stakeholders, long sales cycles, and project-driven business environments
• Willingness to travel extensively

Skills