Retail Sales – Construction Chemicals / Building Materials

Company: Construction/ Building & Chemical Manufacturing Industry

Hiring Function: Retail / Channel Sales

Experience: 6–14 years

Compensation: As per market / competitive with industry

Hiring Location: Mumbai

1. ABOUT THE COMPANY

Manufactures construction chemicals and dry-mix construction products.

The company has been operating in this space for approximately 6 years and has invested in a modern manufacturing facility using German technology/equipment.

The company's positioning is:

• Technically strong products
• High product quality
• Modern manufacturing
• Pricing broadly at par with leading manufacturers
• Strong focus on product performance

The company's quality is one of its biggest differentiators.

2. WHY ARE THEY HIRING?

This mandate is specifically for RETAIL SALES EXPANSION.

The company now wants to aggressively develop its:

Distributor → Dealer → Retailer → Contractor / Applicator network

They need people who can enter a territory, understand the market and actually build the retail network.

This is therefore NOT simply an account-management job.

The candidate should have the ability to look at a market and understand:

• Where can this product sell?
• Which dealers should we approach?
• Which distributors matter?
• Which retailers should stock it?
• Who influences the purchase?
• Which contractors/applicators can drive adoption?
• Which competing products are already moving?
• How do we get customers to try and then repeatedly buy the product?

The company specifically values market intuition.

Candidates should have strong knowledge/networks in the territory for which they are being considered.

3. EXPERIENCE

6–14 years

4. PRODUCTS

The company's portfolio covers technical construction/building products including:

Tile Adhesives

This is an important category.

Traditionally, cement-based methods were widely used for fixing tiles. Modern construction increasingly uses specialised tile adhesives designed for specific applications.

The salesperson therefore cannot just sell "bags."

Candidate should understand:

• What tile adhesive does
• Different applications
• Where adhesive should be used
• Substrate/application considerations
• Product performance
• Why a contractor should use the product
• How to explain the technical/value proposition to dealers and users

Waterproofing

Products/solutions used for waterproofing and protection of construction surfaces.

Candidates should ideally understand waterproofing applications and be comfortable discussing technical requirements with contractors/applicators.

Wall Putty

This is another relevant retail vertical.

Candidates from the wall putty / paints / building-material distribution ecosystem can be relevant if they have strong dealer/retailer networks and sufficient technical-product understanding.

Other Relevant Categories

• Grouts
• Dry-mix mortars
• Plasters
• Polymer/bonding products
• Construction chemicals
• Building materials
• Related technical construction products
• 
  

5. MOST IMPORTANT REQUIREMENT: TECHNICAL SALES

We do NOT need generic retail salespeople.

The person must have experience with products where they need to understand:

Product → Technical Parameters → Application → Customer Requirement → Recommendation → Sale

Candidate should be able to have a meaningful conversation with:

• Dealers
• Distributors
• Retailers
• Contractors
• Applicators
• Civil/construction professionals
• Other relevant market influencers

The company will provide complete product training and end-to-end sales training.

However, they should already be comfortable selling technical construction/building products.

6. WHO WILL FIT THE BILL?

Strong Fit

A candidate who has:

6–14 years' experience

AND

Has worked in:

• Construction chemicals
• Waterproofing
• Tile adhesives
• Wall putty
• Dry-mix products
• Building materials
• Closely related technical construction products

AND

Has personally handled:

• Retail sales
• Dealer development
• Distributor development
• Channel expansion
• Territory development
• New dealer appointments
• Market opening

AND ideally:

• Knows the local market extremely well
• Has existing dealer/distributor relationships
• Understands contractors/applicators
• Has technical product knowledge
• Has personally opened new territories
• Is comfortable being in the field
• Can sell on quality/value rather than only discounting
• 
  

7. EDUCATION

Preferred:

B.E./B.Tech – Civil Engineering

OR

Diploma – Civil Engineering

However, an excellent construction-chemical/channel-sales candidate not having a Civil Engineering degree will also work.

Strong relevant experience can compensate..

A strong salesperson from a regional company who has personally built 50–100 dealers could potentially be more useful than someone from a famous brand whose job has primarily been maintaining an established network.

8. DETAILED OPPORTUNITY

"The company is investing significantly in building its retail presence and is looking for experienced construction-product sales professionals who can take ownership of a territory and build the dealer/distributor market."

Important:

• Manufacturer, not merely a trading operation
• Technically strong product portfolio
• High-quality products
• Modern manufacturing infrastructure
• Competitive market pricing
• Complete product training
• End-to-end sales training
• Opportunity to build and own a territory
• Multiple markets being expanded simultaneously
• Direct opportunity to contribute to the company's retail growth phase
• 
  

9. HIRING PROCESS

Every potentially suitable candidate must undergo 2 rounds of screening/interview with HiredNext before the CV is shared with the client.

HiredNext Round 1 – Recruiter 

• Products
• Retail/channel experience
• Territory
• Dealer/distributor network

HiredNext Round 2 – Detailed Fit Assessment

• Technical product knowledge
• Actual market-building capability
• Dealer appointment experience
• Territory knowledge
• Ability to sell a new/less-established brand
• Motivation for change