Regional Head - Business Development

Job Description:

JOB SUMMARY:
The Regional Head – Business Development will drive Unitile’s RAF market expansion by identifying new opportunities, geographies and market segments- influencing early-stage project decisions, and securing specifications in high-value corporate interior projects. The role focuses on engaging key stakeholder: Clients, PMCs, architects, and designers-to guide them toward adopting Unitile RAF solutions This is a strategic market development role, centered on stakeholder influence, account qualification and specification-led pipeline creation, not on direct sales execution or project coordination.

KEY RESPONSIBILITIES:

Market Development & Specification Influence
• Identify potential clients, segments, and industries with high potential for raised floor adoption.
• Position Unitile RAF as the preferred solution across corporate interior projects.
• Drive brand and product specification into project documents, BOQs, and design submissions.
• Prepare and ensure inclusion of Unitile’s make-list in all relevant tenders, design packs, and procurement frameworks.
• Engage early in the project lifecycle to shape client awareness, solution fit, and decision direction.
• Conduct market mapping, competitor analysis, and opportunity assessment for expansion.
• Generate long-term strategic opportunities in commercial real estate sector.

Stakeholder Engagement & Relationship Building
• Build strong connect with corporate clients (CRE / workplace / admin leaders), PMC consultants, Architects & Design Studios (studio heads, design leads), Co-working players, workplace consultants, MEP consultants, and corporate real estate teams.
• Position the company and its raised floor solutions with specifiers to secure product specifications.
• Influence technical approvals, design recommendations, and procurement preferences in favor of Unitile.
• Represent the brand in industry forums, events, exhibitions, and trade networks.

Lead Generation & Opportunity Creation
• Develop a robust pipeline of potential, early stage and qualified projects for the sales team.
• Identify early-stage project opportunities and qualified leads with the regional sales team.
• Build partnerships with contractors, developers, and channel partners.

Strategic Insights & Market Intelligence
• Monitor market trends, technology advancements, customer needs, and competitive landscape.
• Provide insights and recommendations to leadership for market entry, pricing, and positioning.
• Work with marketing teams to tailor campaigns for targeted new markets.

Cross-functional Collaboration
• Work closely with the sales, estimation, marketing, and product teams to ensure alignment on strategy.
• Work in partnership with the sales team to pursue and convert opportunities influenced through specifications and stakeholder engagement.
• Maintain active involvement through the sales cycle as a strategic partner, while commercial submissions, pricing, tendering, and execution remain with the sales and operations teams.

Brand Development & Institutional Positioning
• Strengthen Unitile’s brand visibility and presence across newly targeted regions and strategic accounts.
• Build long-term institutional relationships with clients, PMCs, architects, designers, and influencers to establish sustained trust and preference for Unitile RAF solutions.
• Engage in pre-sales advocacy without getting involved in negotiation or order booking.
• Position Unitile as the preferred standard for quality, durability, and reliable RAF performance in workplace and commercial projects.

REQUIRED SKILLS & COMPETENCIES
• Demonstrated track record of building and scaling B2B pipelines from prospecting to conversion.
• Expertise in solution selling and ability to translate customer pain points into value propositions.
• Strong relationship-building capability with CXO-level decision makers and influencers.
• Ability to manage long sales cycles while maintaining momentum and stakeholder alignment.
• Skilled in account mapping, territory planning, and channel/partner ecosystem development.
• Strong analytical capability to forecast revenue, analyze trends, and prioritize high-opportunity segments.
• Adaptive and resilient, able to navigate uncertainty and competitive pressures.
• Comfortable with CRM adoption, pipeline hygiene, and accurately reporting sales performance.
• Customer-centric mindset with commitment to after-sales relationship growth and retention.
• Collaborative, cross-functional approach to work with marketing, product, and delivery teams to close deals.

QUALIFICATION AND EXPERIENCE:
• Bachelor’s degree in business, Sales, Marketing, or related field; MBA preferred.
• 10+ years of progressive sales experience, including 6+ years in a senior leadership capacity.
• Deep exposure to building materials, construction, corporate interiors, workspace solutions or raised flooring sector.
• Demonstrated success in scaling revenue and consistently exceeding targets.
• Established relationships with Direct clients, architects, PMC, designers, and construction ecosystem.
• Strong pipeline management, forecasting accuracy, and strategic account development capability.
• Exceptional communication, negotiation, and stakeholder influencing skills.
• Comfortable navigating complex deals with multiple technical and commercial decision-makers. Salary would be in line with the experience.