▷ (Apply Now) Key Accounts Manager ( Chennai )

Job Description

Job Summary:

The Key Account Manager will be responsible for managing NITCO's most strategic customer accounts in the tiles, marble, and mosaic segments. This role demands a high-impact individual who can build long-term partnerships, identify and convert new project opportunities, and ensure account-level profitability, collections, and delivery excellence.

Key Responsibilities:

- Strategic Account Identification & Segmentation
- Identify, develop, and nurture key accounts in the real estate, hospitality, commercial, and institutional sectors that align with NITCO's premium positioning.
- Prioritize accounts based on volume potential, design relevance, margin contribution, and strategic value.
- Conduct tiered account segmentation to define differentiated engagement and resource allocation strategies.
- Continuously scan the market for new high-potential accounts and projects, driving deeper penetration across regions.
- Relationship Management & Stakeholder Engagement
- Establish and manage relationships with key decision-makers: promoters, architects, interior designers, purchase heads, project consultants, and contractors.
- Act as the face of NITCO to key accounts, promoting our design collections, innovations, and technical strengths.
- Drive regular interactions, presentations, and co-creation discussions to ensure alignment with project aesthetics and budgets.
- Conduct joint business reviews with top accounts, aligning mutual goals and tracking satisfaction.
- Sales Growth and Share of Wallet
- Drive cross-category sales across NITCO's product lines: tiles (floor/wall), natural and engineered marble, and mosaics.
- Increase share of wallet within existing accounts by identifying new sites, renovation cycles, and opportunity areas.
- Own and drive the project lifecycle from inquiry to delivery, ensuring product approvals, mock-ups, samples, BOQ finalization, and order closure.
- Account Planning & Strategic Execution
- Develop and execute customized key account plans that outline targets, timelines, decision workflows, and product focus.
- Leverage design and marketing resources to provide differentiated client experiences.
- Liaise with supply chain and logistics to ensure on-time, in-full deliveries, especially for time-sensitive project phases.
- Maintain updated pipelines, forecast accuracy, and conversion metrics in CRM.
- Collections and Financial Controls
- Ensure timely collection of payments, especially from large-scale project clients with complex invoicing structures.
- Maintain account health by proactively managing credit risks, reconciliations, and overdue follow-ups.
- Work closely with the finance and commercial team to track receivables and resolve outstanding issues.
- Internal Collaboration and Execution Excellence
- Work cross-functionally with design studio, plant dispatch teams, regional sales managers, and customer care to fulfill client commitments.
- Act as the internal voice of the customer, ensuring project and product teams are aligned with expectations.
- Share market intelligence on competition, design trends, pricing shifts, and upcoming projects to inform strategy.

Key Performance Indicators :

- Growth in revenue and margin from key accounts
- Increase in share of wallet across product categories
- Number and value of new account acquisitions
- Collection efficiency and reduction in Days Sales Outstanding (DSO)
- Customer satisfaction and retention scores
- Product approvals and project wins in pipeline
- CRM adoption and account plan execution score

Qualification :

- Graduate in Business / Marketing / Civil Engineering. MBA preferred.
- Minimum 7 years of experience in B2B/project sales or KAM.
- Strong connect with architects, developers, interior consultants, and procurement teams.
- Demonstrated success in project-based selling and long sales cycles.
- High levels of ownership, interpersonal skills, and stakeholder influence.
- Ability to travel and manage multiple project locations simultaneously.

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