Regional Key Account Manager

2 weeks ago

Kolkata metropolitan area, India Custiv Full time

Position Title: Key Accounts Manager

Department: Sales and Customer Relations

No of Positions 1 - Kolkata

Reports to: Head of Sales


About Custiv

Custiv is a dynamic startup poised to redefine the manufacturing landscape. We're revolutionizing the industry with our cutting-edge Digital Contract Manufacturing platform, offering end-to-end solutions for custom manufacturing. With our proprietary software and carefully curated network of facilities, we're streamlining the manufacturing process from prototyping to production. At Custiv, you'll be part of a team driving innovation and global impact. Join us as we disrupt traditional manufacturing paradigms and pave the way for a more efficient, cost-effective future. Be a pioneer in shaping the next chapter of manufacturing with Custiv


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 analyze 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

6. 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 organization map and 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

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