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National Key Account Manager

4 months ago

Pune, India Henkel Full time

National Key Account Manager (Equivalent to GM grade)

Business: Adhesives for Automotive OEMs

Location: Pune

Position reports to: Head of Sales & Application Engineering - India

Role Type: Team Handling

Team size:

  • Direct – 7 nos (6 FTEs + 1 Intern)
  • Indirect – 2 nos


Job Purpose

Drive and enable implementation of account plans to achieve financial goals with strong focus on new business development for growth business, while focus activities of core business will be on optimizing and defending existing business. Be the lead point of contact for all key client matters, anticipating the client’s needs proactively.


Key Tasks & Responsibilities

  • Drive and enable implementation of account plans to achieve financial goals with strong focus on new business development for growth business, while focus activities of core business will be on optimizing and defending existing business.
  • Be the lead point of contact for all key client matters, anticipating the client’s needs proactively.
  • Defines and executes account strategy, including annual revenue plan and target plan
  • Identifies business opportunities, steers business development budgets for agreed accounts and defined objectives
  • Translates customer’s strategy and priorities into a joint innovation roadmap
  • Drives and rolls-out customer approvals and pushes upstream solution selling
  • Develops and maintains sustainable and long-term relationships with key accounts, key executives and sponsors
  • Implements new customer acquisition plans for chain and prestige accounts
  • Defines account-specific pricing, negotiates contracts, ensures fulfillment of commitments and implementation of commercial policy
  • Optimizes sales processes in country and leads junior KAMs
  • Develops and maintains strong executive and cross-functional relationships at HQ and key locations
  • Steers and supports internal resources to execute account strategy
  • Analyzes financial KPIs and proactively steers key account business
  • Is responsible for timely and accurate admin. tasks supporting account strategy incl. sales forecast updates, monthly reports, etc.


Skills

Functional:

  • Business strategy & planning
  • Business development
  • Change management.
  • Cross-functional collaboration

Soft skills:

  • Entrepreneurship
  • Decision-making
  • Communication & Networking
  • Complex problem solving
  • Influencing
  • Result-orientation


Job Profile

  • Minimum 8 years of work experience
  • Should have a degree into Engineering (Mechanical or Chemical) and MBA degree is preferred
  • Should have work experience into B2B Sales and Key Account Management, a small stint into Marketing is preferred
  • Should be from an Automotive Industry or catering to the Automotive industry
  • Excellent communication skills
  • Should have a team handling experience


At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us. Become part of the team and bring your uniqueness to us We look for a diverse team of individuals who possess different backgrounds, experiences, personalities and mindsets.