Assistant Manager-Key Accounts

2 months ago

Hyderabad, India Pidilite Industries Limited Full time

Core Responsibilities:

Sales Objectives

Ownership & Responsibility for large accounts (PLUB segment) achieving sales objective in those accounts.

• Identify & own up Big tile/stone contractor & achieving sales through those accounts.

Specifications & Business development

• Work closely with linked Specifiers/ influencers to ensure ROFF brand is specified in the BOQ’s by self and/or through collaborative working of Specification Team from PLUB & One PIL.

• Identify possible opportunities in terms of new business opportunities- new products, categories, markets and new accounts for PIL penetration through leveraging the PIL strength of different divisions.

• Closely strategies category level business development plan in their respective regions.

• Execute the business development plan in specified timelines in collaboration with the team.

Provide timely feedback on the status/ improvement plan

• Ensure regular training/ presentation to the key account and solve any technical issues on site

Key Account Management

• Build active relationship with high value key accounts.

• Collaborative working with PLUB, One PIL & MSP team, mapping their key accounts & leveraging for Roff business.

• Ensure classification of customers is correctly done & ensure end to end working of projects team with these accounts.

• Ensure all leads are captured, rightly categorized and followed up for the conversion of opportunities

People Management

• Ensure induction & training for new joiners as per the Induction Module.

• Conduct reviews of team members, track performances against identified key indicators for the month in MRMs & periodic reviews throughout the month and provide feedback.

• Provide guidance, support & on the job training as per the training needs of the team in enabling him to achieve his initiatives.

Ways of working

• Ensure business reviews are conducted as per process

• Develop Detailed Understanding and utilization of SPPBM

• Work plan / OAAP timely submission as per index

• Execute Major Initiatives, Key Initiatives in addition to HO driven Initiatives

Generating Market Insights:

• Carry out intensive field visits and interact with employees, influencers, customers in the region

• Analyze all the Won-lost orders to draw insights on customer needs, pricing, competition and other market trends

• Collect feedback from the stakeholders of key accounts and draw insights on all aspects of the business including product and service quality, site issues, supply situations, competition activities, schemes, etc

Competition Fighting:

• Keep a track of competition activities on specific projects that we are bidding as well as their activities in other segments/ projects where we are not bidding.

• Discuss the findings in zonal meetings and to be captured in OAAP

• Share the competition insights & devise competition fighting strategy in consultation with HO / Zonal sales manager/team

Channel Management

• Provide guidance on Appointment, Working & Discontinuation of Project partners in line with business goals.

• Ensure Project partner service the market with respect to timely order delivery

• Ensure no market gaps due to non-presence in respective market

• Identifying the expanding markets & plan for effective coverage by Project partner involvement through sharing of key accounts & sites.

• Manage SD, CL & payment term as as per PIL policy.


Candidate Profile:

Graduate + MBA with 5 years to 10 years’ experience.

Preferred Profiles- Construction/ Engineering/Cement/Metals

Should have knowledge of local market, key accounts and GOVT customers in Hyderabad.

Experience in Branding, Trade Marketing

Technical skill if any - Data Analytics (Basic Level), Excel & MS Office, Data Management-Sales Force

Preferred industries (you can select multiple industries) -Construction/ Engineering/Cement/Metals

Preferred Companies - Jaguar, Cera, MYK, Saint Gobains, Asian Paints, Johnson TIiles, Kajaria, Somany

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