Custiv - Key Accounts Manager

2 weeks ago

Kolkata, India Custiv Full time

Job Description: Key Accounts Manager

Position Title: Key Accounts Manager

Department: Sales and Customer Relations

Location: Mumbai - Ahmedabad / Kolkata

Reports to: Head of Sales

Role Description:

Responsible for managing relationships with key clients, ensuring their needs are met, and identifying
opportunities for business growth and account expansion.

Key Responsibilities:

1. Relationship Management - Develop and maintain long-term, trusting relationships with key clients. - Serve as the primary point of contact for key accounts. - Understand client needs and provide tailored solutions to enhance satisfaction

- Build and Manage Buyer/Influencer/Decision Maker

2. Account Management: - Develop and implement strategic account plans to achieve sales targets.


- Monitor and analyse account performance and develop action plans for underperforming accounts.


- Conduct regular reviews with clients to ensure their needs are met and to identify new business opportunities.

3. Sales and Business Development:


- Identify and pursue new business opportunities within existing accounts.


- Collaborate with the sales team to ensure alignment with overall sales strategies.


- Negotiate contracts and agreements to maximize revenue

4. Technical Expertise:


- Leverage experience in Fabrication (Heavy structures) to provide expert advice and solutions to clients.


- Stay updated on industry trends and technological advancements to provide innovative solutions

5. Customer Retention: - Develop and execute strategies to increase customer retention and loyalty. - Address client concerns promptly and effectively to ensure client satisfaction and retention

5. Customer Success Management:


- Assist Custiv Fabrication Operations for customer experience and Revenue Realisation


- Work with Custiv Operations to build Upsell opportunities, Understand Customer Operations pain points and expectations -


Leverage Custiv Operations to augment customer organisation map as well as competitive map.

Candidate Profile :

- Bachelor's degree in Business, Engineering, or a related field.

- Experience in sales and providing solutions based on customer needs

- Solution Selling

- Ability to work collaboratively with cross-functional teams.

- Proven experience as a Key Accounts Manager or similar role.


- Strong background in Fabrication (Heavy structures) and key account mining.

- Excellent communication and interpersonal skills.

- Strong problem-solving abilities and strategic thinking.

- Ability to manage multiple accounts and projects simultaneously.

- Working knowledge of business case management, Revenue realisation, and Account Profitability

- Contract Negotiation skills

- Working knowledge of sales management/CRM tools, spreadsheets and cloud productivity software.

Key Performance Metrics:

1. Pipeline Growth

2. Over/Achieve Revenue & Sales Margin Quota

2. Repeat order frequency / Retention Rate

3. Customer Lifetime Value (CLV)

4. Customer Satisfaction Score (CSAT)

5. Validated and current Account Buyer/Influencer/Decision Maker map

6. Churn Rate

Key factors to look for a recruiter: (Added Advantage)

1. Experience in handling accounts like - Reliance, Adani, JSW / JSSL, Tata Steel, AMNS, etc.

(ref:iimjobs.com)

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