Key account manager
4 hours ago
Role: Key Account Manager
Job Location : Mumbai
Qualification:
B. E /M. Tech from civil background
Experience:
Minimum 10 years to 15 years’ experience in Sales & Business Development for EPC, Contract based Construction company, Construction Chemical company.
Preference is given to stable and should be from Infrastructure having experience is good to have Residential or Commercial Construction background and waterproofing.
Job roles and responsibility:
Primary Role:
Responsible for end to end ownership which includes enquiry generation from potential customers /target projects , tracking of the quotes submitted , customer/influencer mapping , required sales efforts ensuring order booking to generate the expected turnover /billings , rain selling of PIL products in ongoing projects , customer relationship development and its management , managing the reportees , actively participating in sticky abstract conversion / O/S dues collection, capturing of market insights and Major Initiative execution in the assigned geography/region.
Sales Objectives
1. Achieve targeted work order and sales value for assigned geographies/ set of customers.
2. Generate leads for relevant waterproofing projects.
3. Work closely with respective departments to convert the orders and fulfil the sales objectives.
Key Account Management
1. Identify Key Accounts in the area, influencer network in key accounts.
2. Classify accounts as per the relationship index criteria.
3. Engage with influencers to generate new work order opportunities.
4. Ensure quotes submission by contracts team.
5. Work with various stakeholders and manage all activities from quotes to order closure.
6. Periodically visit key accounts project sites to review progress and address concerns raised at site/s.
7. Periodically Engage with key stakeholders of identified key accounts with specific marketing objectives, capture insights and issues.
8. Keep a track of sales opportunities of each account and work towards moving them up in the relationship index.
Receivables Management:
1. Drive collection of receivables in case of All Overdues, to ensure 60 days as % of Total Dues is within targetted limits. Intervene where invoices cross due dates to collect invoiced amounts within 30 days from due dates, Escalate internally as well as with customer for all overdues 30 days , and proactively take actions as per SOP to ensure recovery of dues.
2. Drive collection of receivables for assigned key accounts, discuss the exception with RSM periodically.
3. Develop an in-depth understanding of Commercial policies and adhere to the same (including necessary documentation)
4. Proactively monitor financially stressed customers and applicators and take corrective action.
Market Insight & Competition Fighting :
1. Collect feedback from the stakeholders of key accounts and draw insights on all aspects of the business including product and service quality, site issues, supply situations, competition activities, schemes, etc
2. Carry out intensive field visits and interact with influencers in the region
3. Analyse all the Won-lost orders to draw insights on customer needs, pricing, competition and other market trends
4. Keep a track of competition activities on specific projects that we are bidding as well as their activities in other segments/ projects where we are not bidding.
5. Discuss the findings in DRM and to be captured in OAAP.
Ways of working
1. Ensure Monthly Minimum 1 site visit & customer HO meeting for all projects 2 Cr value , Key accounts and bimonthly basis for all other smaller projects , meet all relevant customer /consultant stake holders to get accurate updates on - Progress, Quality, Commercial topics, Overall satisfaction level etc
2. Have a good understanding of all relevant Systems, Processes, Policies and Business Module (SPPB) pertaining to division
3. Give regular feedback on improvements required in SPPB and escalate to RSM
4. Actively participate in business reviews conducted in the region as per the laid down process
5. OAAP to be made and submitted on time and as per index
SPECIFIC CANDIDATE PROFILE
Experience in Business Development and handling Key Accounts/ Industrial Sales
Experience in Contract based construction work & Sales of Construction Chemicals
Must have a good network of Builders EPC companies and Project Based Construction companies
Must have good market knowledge and experience in creating and developing new Customer and market venues & Abstract management.
Salary: Negotiable
Interested candidates can apply by sending CV's to /+91 9653237931.
Kindly share this opportunity with your friends and colleagues as well.
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