Business Development Manager – Architecture, North (Graphics)

Avery Dennison Corporation (NYSE: AVY) is a global materials science and digital identification solutions company that provides a wide range of branding and information solutions that optimize labor and supply chain efficiency, reduce waste, advance sustainability, circularity, and transparency, and better connect brands and consumers. Our products and solutions include labeling and functional materials, radio frequency identification (RFID) inlays and tags, software applications that connect the physical and digital, and a variety of products and solutions that enhance branded packaging and carry or display information that improves the customer experience. Serving an array of industries worldwide — including home and personal care, apparel, general retail, e-commerce, logistics, food and grocery, pharmaceuticals, and automotive — we employ approximately 35,000 employees in more than 50 countries. Our reported sales in 2023 were $8.4 billion. Learn more at www.averydennison.com.

 

• AVERY DENNISON IS PROUD TO BE CERTIFIED GREAT PLACE TO WORK IN AUSTRALIA, CHINA, INDIA, JAPAN, SINGAPORE, MALAYSIA, THAILAND, AND VIETNAM, AND RECOGNIZED AS ONE OF THE BEST COMPANIES TO WORK FOR IN ASIA IN GREATER CHINA AND VIETNAM.

Your Responsibilities Will Include:

1. Market Awareness & Specification (The "Spec-In" Engine)

• BOQ Specification: Proactively engage with Tier-1 Architects and Design firms to "spec-in" Avery Dennison portfolios (Sun control, security, wall, and privacy films) at the project blueprint stage.

• Thought Leadership: Represent Avery Dennison at key industry forums, trade shows (e.g., ACETECH), and A&D seminars to build brand recall.

• Prescriptive Selling: Conduct technical "Lunch & Learn" sessions and portfolio workshops for Interior Designers, PMCs, and Corporate Real Estate heads to showcase application possibilities.

• Market Intelligence: Monitor upcoming mega-projects in Commercial, Hospitality, Govt, Healthcare and Social Infrastructure to position our solutions early in the design cycle.

2. Strategic Ecosystem Development

• Stakeholder Management: Build and nurture a robust network across the ecosystem, including Architects, PMCs, Facade Consultants, and Developers.

• Segment Expansion: Identify and penetrate new "white space" opportunities in Government, Residential, and specialized adjacencies.

• Competitive Defense: Monitor competitor activities and devise strategies to flip competitor specs to Avery Dennison by highlighting our superior value proposition.

3. Sales Strategy & Channel Synergy

• Strategic Planning: Craft and execute a long-term growth strategy for North India, focusing on "Conquest" accounts (winning from competition) and "Retention" accounts.

• Revenue & Margin: Achieve Spec-in & Conversion targets focusing on high-value, spec-driven projects rather than commodity sales.

• Distribution Alignment: Work closely with distributors, converters and resellers to ensure they are equipped to fulfill the demand created through your specification efforts.

4. Operational Excellence

• Pipeline Tracking: Maintain a rigorous project tracker (SFDC) to follow a project from initial specification to final installation.

• Expense Management: Manage the promotional budget for roadshows and exhibitions effectively to maximize ROI.

• Reporting - Monthly activity planning, reporting & CFT reviews to keep the stakeholders informed, keep track of the progress & chalk-out next 30-90 days action plans.

        5. Customer & Service Programs: 

• Leverages Marketing campaigns & programs to offer a differentiated value to customers, flip competition customers to AD & generate new leads. 

• Leads the implementation of customer programs like Technical Training Sessions, Portfolio Sessions workshops etc.

      6. Competitive Environment & Market Intelligence: 

• Monitors the competitive landscape on a continual basis and devises competitor strategies proactively to protect & grow the company’s market share in the region.

• Ensures the internal organization is updated about the competitive environment dynamics & changes on a regular basis.

 

• Education: Science Graduate; MBA is highly desirable.

• Experience: Minimum 8-10 years of experience within the Architecture/Interior Design ecosystem.

• Preference: Candidates coming from high-spec industries like Architectural Glass, Premium Lighting, ACP, Laminates, or specialized Wall Coverings.
• The "Specifier" Mindset: Proven track record of getting products written into BOQs and managing long-cycle project sales.

• Communication: Exceptional presentation skills; ability to influence high-level stakeholders in English and Hindi.

• Mobility: Willingness to travel 60-70% across the Northern zone to meet designers and visit project sites.

• Attributes: A self-starter with "end-to-end" ownership and a passion for disrupting traditional material markets with innovative film technology.