Zonal Head

JOB DESCRIPTION ZONAL BUSINESS HEAD (AVP / GM)

Confidential Internal Hiring Document
Business Vertical: Roads & Infrastructure
Reports to: COO / VP Business Vertical
Base Location: Respective Zone

ROLE PURPOSE

Business ownership role responsible for driving regional growth contractor engagement execution discipline and account penetration across Bitumen and Soil System solutions under the strategic direction of the COO and Vertical VPs.

The role integrates market expansion KAM ownership field execution and ecosystem alignment to enable scalable and disciplined regional growth.

KEY RESPONSIBILITIES

• Own zonal revenue growth collections discipline and execution governance
• Drive penetration across EPCs contractors PWDs PMGSY/MMGSY NHAI NHIDCL consultants and industrial segments
• Scale adoption of Bitumen and Soil solutions across identified accounts and corridors
• Lead KAM execution rhythm across strategic accounts within the zone
• Build contractor conversion pipeline through trials demos and project integration
• Drive repeat business ratios and regional account expansion
• Coordinate with technical teams for site execution mix approvals and troubleshooting
• Strengthen consultant DPR and departmental engagement within the regional ecosystem
• Ensure CRM discipline forecasting accuracy and pipeline visibility
• Build and mentor regional sales and execution teams
• Align field execution with strategic priorities defined by HQ and Vertical leadership

KEY PERFORMANCE INDICATORS (KPIs)

• Zonal revenue and gross margin delivery
• Collections efficiency and DSO discipline
• New contractor / EPC account penetration
• Repeat business ratio
• Project conversion velocity (trial commercial adoption)
• Strategic account growth within the zone
• CRM accuracy and execution governance compliance
• Team productivity and execution responsiveness

EXPERIENCE & BACKGROUND

• 12 20 years of experience across infrastructure construction materials industrial chemicals EPC roads or related B2B execution ecosystems
• Experience in multi-state project execution contractor engagement or regional business leadership preferred
• Exposure to government infrastructure ecosystems is desirable

LEADERSHIP & CULTURAL EXPECTATIONS

• High-ownership execution-oriented business leader
• Strong commercial discipline with field integration capability
• Ability to build long-term relationships across contractor and departmental ecosystems
• Operates through systems reviews and execution rhythm-not reactive supervision
• Capable of integrating technical commercial and execution dimensions into scalable business outcomes

GROWTH PATH

Strong performers may progress into Vertical Leadership National Accounts or future strategic business ownership roles.