Key Account Manager - Institutional Sales, SATO India

About SATO and LIXIL

SATO, a social enterprise, strives to enhance lives globally by providing innovative and affordable sanitation and hygiene solutions aimed at creating safer and more pleasant toilet environments. Our products, designed with consumer needs at the core, include durable, water-efficient toilet pans, connection systems, and handwashing taps that are easy to install and use. Our efforts contribute to SDG 6.2 to ensure adequate sanitation and hygiene access for all, with focus on women, girls, and vulnerable groups. Collaborations with local manufacturers, NGOs, and global organizations like UNICEF and JICA help expand our impact. SATO is a LIXIL brand, a global leader in water and housing products present in 150 countries, with a workforce of approximately 55,000 employees.

Role Overview

The Key Account Manager for Institutional Sales will be stationed in Gurgaon and will report to the Leader of SATO India. This role involves leading government enlistment efforts, managing tenders, engaging stakeholders extensively, forging strategic partnerships, overseeing sales operations and project management, conducting technical trainings, and representing the company in sector forums to enhance brand visibility and business growth.

Responsibilities

• Drive approval and listing of SATO products in government schedules such as Delhi Schedule of Rates and listings with bodies like GeM, PWD, CPWD, AAI, MES, Gram Panchayat.
• Manage product inclusion in national and regional government tenders supporting WASH programs, positioning SATO as a preferred solution.
• Develop policy briefs and technical cases to advocate for integration of SATO products into national WASH strategies within health and education sectors.
• Maintain a vibrant field presence, conducting 4-5 daily face-to-face meetings with key decision-makers, contractors, and influencers.
• Build and nurture relationships across government entities, NGOs, research institutions, builders, and key corporate clients.
• Formulate and execute partnership strategies across sectors to scale WASH initiatives effectively.
• Manage sales pipeline and customer database from lead generation to deal closure, including contract negotiations, pricing, and MoUs.
• Focus sales efforts on increasing regional profitability while ensuring adherence to quality and delivery standards.
• Coordinate on-site product demonstrations and technical presentations to acquire approvals and stakeholder buy-in.
• Lead on-site mason training and provide technical support to partners for capacity building.
• Document best practices and share insights to align local execution with global strategy.
• Represent SATO in inter-agency coordination and sector platforms to uphold brand presence.
• Engage with private sector funders to diversify institutional project financing.
• Collaborate with field teams to track performance and WASH indicators, ensuring project alignment.

Key Performance Indicators

• Achieving sales volume targets within designated zones.
• Meeting growth and profitability goals.
• Expanding partnerships through active MoUs and high-value collaborations.

Qualifications and Competencies

• Self-motivated leader with the ability to build and sustain significant partnerships and meet institutional sales objectives.
• Graduate or postgraduate qualification; PGDBM or MBA considered advantageous.
• Proficient with Google Apps and Microsoft Office Suite (Word, Excel, Outlook, PowerPoint).
• Strong communication, presentation, and organizational skills.
• Adept at multitasking, prioritizing workload, and working collaboratively or independently.
• Preferred experience: 6-10 years in project or institutional sales, ideally within the WASH sector.