Customer Manager, Building & Infrastructure

At Dow, we believe in putting people first and we’re passionate about delivering integrity, respect and safety to our customers, our employees and the planet.

Our people are at the heart of our solutions. They reflect the communities we live in and the world where we do business. Their diversity is our strength. We’re a community of relentless problem solvers that offers the daily opportunity to contribute with your perspective, transform industries and shape the future. Our purpose is simple - to deliver a sustainable future for the world through science and collaboration. If you’re looking for a challenge and meaningful role, you’re in the right place.

About You and This Role

As a Customer Manager, based in Kolkata, India, you will be a dynamic and self-motivated commercial professional who combines strategic thinking with disciplined execution to drive profitable growth. In this role, you will lead the Building & Infrastructure business across Eastern India and Bangladesh, with responsibility for key market segments including Projects, Retail, Construction Chemicals, and other strategic growth areas.

You will be responsible for developing and executing growth strategies, identifying and converting new business opportunities, strengthening strategic customer relationships, and expanding Dow’s route-to-market network. This includes working closely with distributors, dealers, retailers, hardware stores, contractors, applicators, and other key industry stakeholders. You will be equally effective in engaging customers at the point of sale, influencing project stakeholders, and presenting market insights, business strategies, and growth recommendations to senior leadership.

Success in this role requires the ability to combine customer insights, channel development expertise, project specification influence, value-based selling, and cross-functional collaboration to accelerate market penetration and drive sustainable business growth. Your ability to translate market trends and customer needs into actionable commercial strategies will be instrumental in strengthening Dow’s market position and delivering long-term business success.

Responsibilities

• Develop and execute growth strategies for the Building & Infrastructure business across Eastern India and Bangladesh, with a strong focus on Projects, Retail, Construction Chemicals, and other designated market segments.
• Expand and strengthen the retail route-to-market by developing high-performing networks of distributors, dealers, retailers, hardware stores, contractors, applicators, and other channel partners to maximize market reach and customer adoption.
• Build and maintain strategic relationships with developers, architects, consultants, contractors, fabricators, and other key decision-makers to influence specifications and secure project opportunities.
• Identify, qualify, and convert new business opportunities while maintaining a robust sales pipeline, accurate forecasts, and disciplined opportunity management from inception through closure.
• Drive value-based selling initiatives, commercial negotiations, pricing strategies, and joint business plans that contribute to revenue growth, margin expansion, customer retention, and channel excellence.
• Collaborate closely with Marketing, Product Management, Technical Service, Supply Chain, and Customer Service teams to deliver customer value while providing market intelligence, competitive insights, and business updates to senior stakeholders.

Qualifications

To be successful in this role, you should possess:

• A Bachelor's degree in Engineering, Science, Architecture, Business, or a related field from a recognized institution. An MBA or Master's degree in Business Administration, Marketing, Engineering, or a related discipline is preferred.

• 10-12 years of experience in sales, business development, account management, project sales, channel development, market development, or related commercial roles.

• Proven experience serving customers within the Building & Infrastructure, Construction Chemicals, Building Materials, Architectural Solutions, or related industries.

• Demonstrated success in developing and growing markets through distributors, dealers, retailers, hardware stores, contractors, applicators, and similar channel partners across geographically diverse regions.

• Experience managing strategic accounts, major projects, and specification-driven opportunities while influencing a broad range of stakeholders involved in purchasing decisions.

• A proven track record of independently developing markets, converting opportunities into sustainable business growth, and presenting business strategies and recommendations to senior leadership.

• Willingness and ability to travel extensively across Eastern India and Bangladesh.

• Your Skills

• Market development and growth strategy, with the ability to transform customer, channel, and competitive insights into executable business plans.

• Channel and retail development, including distributor management, dealer expansion, outlet penetration, and demand generation.

• Strategic account and project management, including stakeholder mapping, specification influence, and opportunity conversion.

• Value-based selling, commercial negotiations, and development of differentiated solutions that create customer value.

• Business planning and commercial analytics, including sales forecasting, pipeline management, performance tracking, and corrective action planning.

• Strong executive communication and stakeholder management skills, with the ability to effectively present business strategies, market intelligence, and growth recommendations.

• Additional Notes

• This position supports market development activities across Eastern India and Bangladesh.

• The business portfolio includes Projects, Retail, Construction Chemicals, and other designated Building & Infrastructure market segments.

• Extensive travel is required to develop customer relationships, strengthen channel networks, support project opportunities, and identify new areas for business growth.

• Relocation support is not available for this position.

• Benefits – What Dow offers you

• We invest in you.

• Dow invests in total rewards programs to help you manage all aspects of you: your pay, your health, your life, your future, and your career. You bring your background, talent, and perspective to work every day. Dow rewards that commitment by investing in your total wellbeing.

Here are just a few highlights of what you would be offered as a Dow employee:

• Equitable and market-competitive base pay and bonus opportunity across our global markets, along with locally relevant incentives.

• Benefits and programs to support your physical, mental, financial, and social well-being, to help you get the care you need...when you need it.

• Competitive retirement program that may include company-provided benefits, savings opportunities, financial planning, and educational resources to help you achieve your long term financial-goals.

• Employee stock purchase programs (availability varies depending on location).

• Student Debt Retirement Savings Match Program (U.S. only).

• Dow will take the value of monthly student debt payments and apply them as if they are contributions to the Employees’ Savings Plan (401(k)), helping employees reach the Company match.

• Robust medical and life insurance packages that offer a variety of coverage options to meet your individual needs. Travel insurance is also available in certain countries/locations.

• Opportunities to learn and grow through training and mentoring, work experiences, community involvement and team building.

• Workplace culture empowering role-based flexibility to maximize personal productivity and balance personal needs.

• Competitive yearly vacation allowance.

• Paid time off for new parents (birthing and non-birthing, including adoptive and foster parents).

• Paid time off to care for family members who are sick or injured.

• Paid time off to support volunteering and Employee Resource Group’s (ERG) participation.

• Wellbeing Portal for all Dow employees, our one-stop shop to promote wellbeing, empowering employees to take ownership of their entire wellbeing journey.

• On-site fitness facilities to help stay healthy and active (availability varies depending on location).

• Employee discounts for online shopping, cinema tickets, gym memberships and more.

• Additionally, some of our locations might offer:

• Transportation allowance (availability varies depending on location)

• Meal subsidiaries/vouchers (availability varies depending on location)

• Carbon-neutral transportation incentives e.g. bike to work (availability varies depending on location)

• Join our team, we can make a difference together.

• About Dow Chemical International Pvt Ltd

• Dow Chemical International Private Limited (Dow India) aims to be the most innovative, sustainable, inclusive customer-centric materials science company. The company is committed to delivering the right solutions to its customers’ challenges. With broadest technology sets spanning performance materials, industrial intermediates, and plastics Dow India delivers differentiated science-based products and solutions in high-growth segments, such as packaging, infrastructure, automobile, and consumer care.

• A Great Place to Work® Certified company with approximately over 1000 employees, its operations comprise of manufacturing sites, innovation center, established centers of excellence, and commercial office. As a responsible corporate, the company supports its Corporate Social Responsibility (program) with technology expertise and employee volunteerism. Dow India works with non-profit partners towards the empowerment of differently abled, women, and children in communities where it operates. The company aims to redefine the societal blueprint, by supporting holistic sustainability and circular economy initiatives.

• As part of our dedication to inclusion, Dow is committed to equal opportunities in employment. We encourage every employee to bring their whole self to work each day to not only deliver more value, but also have a more fulfilling career. Further information regarding Dow's equal opportunities is available on www.dow.com.