About the Position

National Sales - Building Finishing

Full-time

Sales

Mumbai, Maharashtra, India

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About the Role

The National Head – Building Finishing will hold national responsibility for the growth, profitability, market development, and strategic direction of the Tile Adhesives & Tile Grouts business across India. The role leads a dedicated national team across Project and Retail channels, leveraging Sika's existing retail sales force, product marketing, branding, specification resources, digital platforms, and loyalty programs. The incumbent will design and execute an aggressive growth strategy that scales the business, strengthens Sika's position in tile fixing solutions, and builds a sustainable, high-performance business engine.

Responsibilities

National Business & P&L Leadership
- Own national business performance for Tile Adhesives & Tile Grouts – revenue, gross margin, profitability, market share, and growth.
- Develop the annual and long-term business strategy aligned with Sika India's growth objectives.
- Identify new growth opportunities by geography, product category, customer segment, application, and channel.
- Drive business reviews, forecasting, pipeline management, and corrective actions nationally.
- Ensure effective pricing, product mix, contribution, and working-capital management.
Project Business Development
- Build and lead a dedicated national project sales organization.
- Develop the project business through contractors, applicators, builders, developers, architects, consultants, and other key influencers.
- Partner with the Specification Team to increase product specification and conversion.
- Build a strong, visible project pipeline; drive trials, technical demonstrations, system selling, and conversion from competitive products.
- Build strategic relationships with key national and regional project stakeholders.
Retail Business Development
- Build & lead a dedicated national retail sales organization for the building finishing business.
- Develop a differentiated retail growth strategy covering distributors, dealers, retailers, applicators, contractors, and the wider tile/flooring ecosystem.
- Increase distribution width and depth across priority markets, and improve secondary sales, product availability, and retailer productivity.
- Grow Sika's share of wallet with existing retail customers, and identify high-potential markets and channel partners.
Channel & Market Development
- Segment the Indian market by geography, potential, channel, and customer profile, and define the right route-to-market for each segment.
- Build a strong distributor/dealer network and improve channel productivity.
- Establish market intelligence, competitor tracking, and price-monitoring mechanisms.
- Identify white spaces and market-entry strategies for underpenetrated geographies, and build strategic partnerships across the ecosystem.
Product & Category Management
- Partner with Product Marketing and Marketing to develop category strategies for tile adhesives and tile grouts.
- Identify product gaps and customer needs, and drive successful launches and adoption of new products.
- Champion application- and solution-based selling over purely product-based selling.
- Ensure effective product positioning, pricing, and differentiation versus competitors, in collaboration with technical teams.
Brand Building & Market Activation
- Partner with Marketing and Branding to build Sika's leadership and visibility in the tile fixing category.
- Develop impactful BTL, ATL, digital, and trade activation programs, building brand preference among contractors, applicators, dealers, and architects.
- Leverage Sika's digital platform and loyalty program to improve engagement, retention, and sales productivity.
- Develop digital-first initiatives for lead generation, customer engagement, and channel activation.
Applicator / Contractor Ecosystem
- Build a strong, scalable applicator and contractor engagement program, including loyalty, training, and certification initiatives.
- Increase product recommendation and repeat usage through the applicator ecosystem, positioning Sika as the preferred technical partner.
- Use digital tools and loyalty platforms to track and grow contractor engagement.
Team Leadership & Capability Building
- Lead, coach, and develop the national Building Finishing organization, setting clear objectives, KPIs, and performance-management mechanisms.
- Build a high-performance culture of accountability, execution, and customer orientation.
- Develop future leaders and strengthen sales and category capabilities across the team.
- Drive close collaboration between sales, marketing, product management, specification, technical, and supply-chain teams.
Cross-Functional Leadership
- The role partners closely with Product Marketing, Marketing & Branding, the Specification Team, Technical / Application Engineering, Supply Chain, Finance, Customer Service, HR, and the existing Retail Sales Organisation – acting as the single-point business leader who integrates these capabilities behind the Building Finishing growth agenda.

Requirements

Experience
- Approximately 12–18+ years of relevant sales / business management experience, with a strong background in the tile adhesives business.
- Proven experience managing a zonal, national, or large multi-regional business.
- Track record of building and scaling a business through both Project and Retail channels.
- Experience managing large sales teams and distributor / dealer networks.
- Strong understanding of the Indian construction, building-materials, and retail ecosystem.
- Experience in category creation, market development, and high-growth environments will be highly valued.
Educational Qualification
- Graduate degree in any relevant discipline.
- MBA / PGDM in Sales, Marketing, Business Management, or a related discipline preferred.

Why Join Us

We offer competitive salaries, aligned with local market benchmarks and the specific scope and responsibilities of each role. Compensation is determined based on skills relevant to the position, education, and/or training. We are committed to fair and equitable pay practices in accordance with applicable laws and regulations.

About the Company

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and industry. Sika has subsidiaries in 103 countries around the world, produces in over 400 factories, and develops innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and transportation industries toward greater environmental compatibility. In 2024, Sika’s around 33,000 employees generated annual sales of CHF 11.76 billion.

National Sales - Building Finishing

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