Regional Accounts Manager

About the Role:

• The Regional Account Manager is responsible for managing the Tier-2 customers for the assigned location. He is responsible for managing the entire life-cycle of the existing customers of the sector assigned and winning new ones, individually taking responsibility for the top customers and prospects.
• The incumbent will report to the Vice President – Customer Experience. The incumbent will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.

• Responsible for meeting or exceeding sales targets as per assigned key accounts. By delivering value and aligning his offerings with the client's business objectives, he should contribute significantly to the company's overall sales success.
• Driving revenue growth in assigned key accounts. This involves identifying up-selling and cross-selling opportunities within key accounts, introducing new products or services, and exploring ways to increase the client's portfolio within the organization.
• Networking with key customers to identify and address specific needs related to business development and service improvement.  The primary objective of a KAM is to ensure the utmost satisfaction of key clients. By understanding their needs, providing exceptional service, and promptly addressing any concerns, aim to foster long-term relationships that lead to client retention and loyalty.
• Developing and executing strategic account plans is an essential objective. These plans outline the steps he will take to achieve mutual goals, such as revenue growth, customer satisfaction, and market expansion.
• Being the voice of the customer within the organization is a critical objective. By effectively communicating to the client's needs, challenges, and feedback to relevant teams, he should advocate for improvements and tailor solutions that enhance the client experience.
• He should identify and manage potential risks within key accounts. This involves proactively addressing issues that may arise and developing contingency plans to minimize negative impacts on the client relationship.
• Keeping abreast of industry trends, market dynamics, and competitor activities. This objective allows him to identify opportunities and potential threats, ensuring the incumbent stays one step ahead in client interactions
• Directing the conceptualization & implementation of competitive strategies for driving profitable business volume and strategic objectives in assigned accounts
• Collaboration with various internal teams, including marketing, product development, and customer support, is essential. The objective is to ensure seamless service delivery and a unified approach to meet client needs effectively.

Key Result Areas:

• New business development. Build a healthy pipeline of Tier-2 customers and work to a plan to get them on board.
• Generate new sales from existing and new customers as per the Monthly, Quarterly and yearly target
• Meet the customer acquisition target of 100%
• Retention of assigned regional accounts of 95% +
• On-time customer contract renewal of 100%
• Price increase from existing customers of 10%
• Manage collection and DSO as per targets set
• Generate farming business from existing and new customers as per the Monthly, Quarterly and Yearly target set

Educational Qualification / Other Requirement:

• Bachelor's Degree (or its equivalent) with overall experience of at least 5 to 8 years.
• Fair knowledge of the geography in which the position will be based
• Good working knowledge of MS Office
• Average tenure in a company to be 2.5yrs+
• Must be a hunter/Acquisition expert in the current role.
• Must have exposure of selling to B2B customers mainly Large MNC customers (not channel/dealer sales)
• Must be incentive-focused.

Our values lie at the core of our mission and vision. We believe that it's our people who make our company what it is. We believe in:

• Service
• Attractive Incentives
• Relationships
• Teamwork
• Career building
• Responsibility