Key Account Manager

2 weeks ago

mumbai, India Parksons Packaging Ltd. Full time
The role is responsible for managing key accounts of the organization and developing good working relationships with key customers to enhance client’s satisfaction and retention. The role is responsible for acting as an interface between customer’s user and Parksons internal teams. Understanding client’s existing and future business needs and generating incremental business revenue from key clients forms a crucial part of the role. Additionally the role is responsible for working closely with Sales, Business Development, Manufacturing, PDD & Quality teams to ensure providing world class customer service and solutions to the Key Accounts.
KEY PERFORMANCE AREAS:Organic (Incremental) growth from existing customersSales Margin or profitabilitySales costs within budgetIncrease in business from existing customersTimely CollectionsCustomer Complaints resolutionRenewal of contractsCustomer satisfaction and retention
KEY ACTIVITIES & RESPONSIBILITIES:
StrategicResponsible for generating incremental revenue from key clientsResponsible for overall profit and loss and growth achieved in the key accountsAct as a strategic business partner and the bridge between the client and the organizationUnderstand and anticipate client’s existing and future needs and communicate the same to the team and organizationResponsible for setting of and deliverance of key business metrics – Profit, services etc.
Sales PlanningFormulate and drive implementation of overall strategies for Key account business for the assigned set of Key AccountsProvide direction and focus to the team to achieve sales targets from key accountsPrepare sales forecasts and action plans based on sales potential of key accounts and allocate targets to the team accordinglyShare the forecast with the Business Analytics team for their analysis and reviewOversee the demand planning forecasts and report, support the Business Analytics team and Planning in resolving issuesResponsible for budgeting and forecasting sales, product wise and business wise for Key AccountsPlan and Implement marketing strategies for key accounts based on overall sales targets and budget
Key Account ManagementBusiness RelatedWork with the Sales Head to develop a strategy towards developing unique ways to grow business with the customersResponsible for generating incremental revenue from the existing key account/sBe an internal account champion, assuring clear and regular communication to team and organizationDevelop deep understanding of customer’s needs and their area of operations (existing and potential)Strive to provide value adding services to customersExplore opportunities to cater to customer’s requirements in new location, area of operation, new product launches etc.Try to build more awareness of the organization’s complete range of servicesResponsible for analysing customer feedback and providing necessary inputs to the seniors and support functionsConduct review meetings – monthly/ quarterly / half yearly and on annual basisResponsible for conducting customer reviews, customer opinion surveys and develop programs to enhance the customer opinionResponsible for rolling out new projects for the existing clientsSales Management - OperationsCollaborate with customer and costing department to finalise the cost of the product, in consultation with the Sales Business HeadProvide necessary information to sales support and sales coordinator related to layout , pdf approval, IMO and costing MID creationCoordinate with PDD/ Pre – Press, SCM and Manufacturing team in case of new design and developmentResponsible for coordination with the plant operationsteams to ensure timely delivery of material to the customer locationsIn case of any issues related to quality or rejections, coordinate with the quality team and ensure that the customer issue is resolvedEnsure timely collection of payment from the customers, with minimal outstandingCoordinate with quality team in case of any grievances related to quality.Follow up for ‘C’ forms and payments.Proof reading the printed samples before the final printing process.Visit client location for trial runs and for understanding the ongoing process in carton handlingCommunicate the progress of monthly/quarterly initiatives to internal and external stakeholdersAssist with high severity requests or issue escalations as neededEnsure speedy processing & settlement of claims for shortage, overage and transit loss materialsFollow up for dispatch clearances
New Product DevelopmentConduct market visits to identify the existing customer’s needs and trends, tap their new business requirements and identify competitors activities and productsLiaise with their packaging and brand management team with support of the technical services team to drive sales based on user needsPlay an integral role in new business pitches and responsible for the effective on-boarding of new clients
Team ManagementLead & develop the team to achieve sales objectives.Mentor, provide operational leadership and technical guidance to the team, thereby developing a strong and competent teamConduct effective performance appraisals for the team and identify training needsEnsure implementation of the sales training calendar, jointly with HREnsure Sales force productivity

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