ROLE PURPOSE

Business ownership role responsible for driving regional growth, contractor engagement, account penetration, and execution discipline across Bitumen and Soil Systems solutions within assigned territories, strategic accounts, and infrastructure ecosystems.

The role integrates market expansion, KAM ownership, conversion management, and field execution to enable scalable and disciplined business growth aligned with the Roads Vertical operating framework.

KEY RESULT AREAS (KRAs)

1. Revenue & Business Growth

• Deliver zonal / territory revenue and gross margin targets
• Drive penetration across EPCs, contractors, PWDs, PMGSY/MMGSY, consultants, and industrial segments
• Expand business across Bitumen and Soil Systems solutions within assigned accounts and geographies

2. Key Account Ownership (KAM)

• Own strategic contractor / EPC relationships within assigned territory or cluster
• Drive account expansion through repeat business, multi-product integration, and corridor penetration
• Strengthen engagement with consultants, DPR agencies, and departmental stakeholders

3. Conversion & Project Execution

• Lead trial-to-commercial conversion across identified projects and contractors
• Coordinate with technical teams for mix approvals, site execution, troubleshooting, and application support
• Ensure execution discipline across project lifecycle from approval to repeat lift

4. Market Expansion & Penetration

• Identify and develop new districts, contractors, plants, and infrastructure opportunities
• Strengthen penetration beyond PMGSY into SH, MDR, urban, industrial, and strategic infrastructure segments
• Build visibility within regional infrastructure ecosystems

5. Collections & Commercial Discipline

• Ensure collections discipline and reduction in overdue receivables
• Maintain commercial accuracy in forecasting, pricing alignment, and pipeline visibility
• Drive CRM discipline and account-level reporting rhythm

6. Team & Execution Governance

• Build execution alignment with AMs, Executives, Technical, and FTC teams
• Ensure responsiveness, accountability, and execution cadence within assigned territory
• Support implementation of structured review and reporting systems

KEY PERFORMANCE INDICATORS (KPIs)

• Revenue & gross margin achievement
• Trial → commercial conversion ratio
• Repeat business ratio
• Strategic account growth
• New district / contractor penetration
• Collections efficiency / DSO discipline
• CRM accuracy and forecasting reliability
• Project execution responsiveness

EXPERIENCE & BACKGROUND

• 8–15 years of experience across infrastructure, construction materials, industrial chemicals, EPC, roads, or related B2B execution ecosystems
• Experience in contractor engagement, project execution, business development, or technical-commercial sales preferred
• Exposure to Government, PWD, PMGSY, NHAI, EPC, consultant, or industrial infrastructure ecosystems is desirable
• Ability to manage multi-state accounts / territories and drive long-cycle project conversion is an advantage

LEADERSHIP & CULTURAL EXPECTATIONS

• High-ownership, execution-oriented business professional
• Strong commercial discipline with field integration capability
• Ability to build long-term relationships across contractor, consultant, and departmental ecosystems
• Operates through systems, review rhythm, and execution governance—not reactive supervision
• Capable of integrating technical, commercial, and execution dimensions into scalable business outcomes
• Demonstrates accountability, responsiveness, and problem-solving orientation under field conditions

experience