Key Accounts Manager

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 1 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 2 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 3 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 4 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 5 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 6 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 Powered by Webbtree