Welspun- ASM/RSM

Job Description

Designation: Manager – Branded Hospitality Channel Development & Key Accounts

(West)

Location: Mumbai

Reporting To: Zonal Business Manager – Hospitality

Function: Branded Hospitality Business

Role Purpose

Drive sustainable growth of Welspun's Branded Hospitality business across the

West Zone by strengthening the distributor network, driving primary and secondary

sales, managing key hotel accounts, developing the project pipeline, implementing

channel governance, and supporting strategic Key Account Management (KAM)

initiatives in collaboration with the National KAM team. The role carries complete

ownership of the Mumbai region while contributing to strategic account growth

across the West Zone.

Key Responsibilities

Achieve annual sales targets for the Mumbai region by driving primary and

secondary sales, expanding market penetration across branded hotels,

identifying new business opportunities, and ensuring profitable business

growth.

Develop, manage, and strengthen the distributor network through business

planning, capability building, productivity improvement, new distributor

appointments, and structured engagement across the West Zone.

Build strategic relationships with hotel chains, procurement teams,

consultants, architects, interior designers, PMCs, contractors, and

distributors while supporting National Key Account initiatives in collaboration

with Shailesh and Snehasish.

Develop and manage a strong branded hospitality project pipeline by

mapping projects, tracking opportunities from specification to order

conversion, and supporting distributors in project closures.

Ensure commercial governance by implementing channel development

policies, maintaining distributor agreements, monitoring compliance,

managing incentive programs, and maintaining accurate commercial

documentation.

Prepare monthly business reviews, sales forecasts, project dashboards, and

market intelligence reports while tracking competition, pricing trends,

business risks, and recommending corrective actions.

Collaborate closely with Sales, Marketing, Supply Chain, Customer Service,

Finance, and Commercial Excellence teams to ensure seamless execution

and superior customer experience.

Key Interfaces

Internal: Regional Business Manager, National Sales Manager, Key Account

Management Team, Marketing, Supply Chain, Customer Service, Finance,

Commercial Excellence.

External: Hotel Owners, Hotel Management Companies, Procurement Heads,

Purchase Managers, Project Consultants, Architects, Interior Designers, PMCs,

Contractors, Distributors, and Dealers.

Annual Success Metrics

Achieve regional sales targets for Mumbai with sustainable primary and

secondary sales growth.

Strengthen the distributor network through measurable productivity

improvements and market expansion.

Increase penetration across branded hotel chains and expand the hospitality

project pipeline with higher conversion rates.

Successfully execute Key Account initiatives in collaboration with the

National KAM team.

Maintain high standards of commercial governance, accurate forecasting,

timely business reporting, and strong long-term customer relationships.