Sales Manager (Offtake & D&B)

1. Purpose

The purpose of this role is to drive offtake revenue growth by developing and managing two critical sales pillars: (1) building strategic relationships with Design & Build (D&B) companies to create a qualified project pipeline with paint specifications and sales conversion; and (2) leading the Product Consultant (PC) team to engage paint contractors and homeowners through structured House hunting strategies. The role is accountable for achieving defined quantity of painting project pipelines, winning rates, conversion targets, revenue, volume.

2. Responsibilities

a. Design & Build (D&B) Channel Development

• Identify, map and develop relationships with Design & Build (D&B) companies — including architects, interior designers, general contractors and project management consultants — to build a robust project pipeline with paint specifications.

• Develop and manage a structured D&B sales channel: onboard new D&B partners, maintain active account plans, and conduct regular strategic engagement visits.

• Execute D&B sales conversion strategies to influence early-stage project specifications in favor of company paint products, maximizing the winning rate across targeted projects.

• Maintain accurate and up-to-date project pipeline data in CRM; ensure proper status tracking of all D&B leads, opportunities, and sales conversions.

• Collaborate with Key Account Managers and Brand Marketing to deliver tailored value propositions, technical presentations, and product solutions to D&B decision-makers.

• Monitor D&B market trends, competitor activity, and new project launches; recommend proactive tactical actions to capitalize on opportunities.

b. Direct service to customer Strategy

• Lead, coach and manage the Product Consultant (PC) team to drive engagement with paint contractors (painters), increase brand loyalty and specification pull-through on construction projects.

• Set clear performance targets for the PC team covering project conversion rates, painter reach, house-win rates, and monthly activity KPIs.

• Implement Hunt House strategy: direct the PC team in systematic market scanning to identify projects in active painting phase, engage homeowners and influencers directly to drive product selection.

• Ensure PC team achieves defined coverage plans by territory; conduct regular field coaching and productivity reviews.

• Track and report project intelligence (project pipeline, competitive activity, market pricing) to support demand planning and commercial decision-making.

• Cascade key programs (painter loyalty, new product launches, promotion campaigns) clearly and consistently to the PC team

• Align with Sales Manager and Painter Engagement team to identify priority targets and coordinate support activities

c. Team Capability Building & Compliance

• Assess and develop capability of the PC team & D&B team through structured training programs covering product knowledge, colour expertise, sales skills, painting techniques, and CRM, Mini sales app tool usage.

• Ensure the PC team and D&B team are certified and up to date on all required product and application training programs.

• Foster a high-engagement and high-accountability team culture through effective communication, recognition, and leadership.

• Ensure compliance with all company HSES policies, relevant local regulations, and ethical standards.

d.Performance Management

• Conduct monthly and quarterly operational reviews covering pipeline health, conversion ratios, revenue vs. target,

• Monitor D&B and Painter program KPIs, report to Demand Generation with actionable insights and corrective plans.

• Coordinate cross-functional service delivery reviews covering product supply, colour services (previews, samples, Color sampling), and complaint resolution.

*** Job requirements

• Bachelor's Degree, preferably in Commerce, Business Administration, Marketing, or a related field.

• Minimum 5 years of experience in a commercial sales role, preferably in the paint, construction materials, or FMCG industry.

• Minimum 2 years of experience managing a field sales team (required).

• Demonstrated experience in project sales, specification selling, or working with Design & Build / architecture and construction companies (preferred). Strong relationship management and influencing skills — able to engage effectively with D&B decision-makers, contractors, homeowners, and internal stakeholders.

• Prior experience in offtake or direct-to-customer sales programs, contractor/painter engagement, or trade marketing (preferred).

• Experience with CRM tools and structured sales process management.

• Proficiency in Microsoft Office (Excel, PowerPoint, Word) and CRM platforms.

• Strong verbal and written communication skills; ability to present to senior internal and external stakeholders.

• Team leadership: experienced in coaching, motivating, and developing a field-based sales team.

• Analytical skills: able to interpret pipeline data, market insights, and productivity metrics to drive decisions.