Key Accounts Manager/Head

The purpose of this role is to identify key corporates for growth opportunities, fostering relationships with key corporate clients, overseeing-managing entire project life-cycle, and establishing & managing strategic partnerships with internal & external stakeholders to ensure smooth management of accounts & projects

Key Individual Accountabilities:-

Strategic:- Building strong relationships with key corporates, architects, contractors, and construction firms to influence material specifications and promote the adoption of the company's products in building projects. Providing technical support & business closure.

Financial:- Evaluating the firm & project financials, preparing , pricing strategy, aid process of negotiating to ensure best rates with vendors.

Customer/ External Orientation:- Should have a deep understanding of the customer needs, preferences of their target customer.

People Orientation:- Promoting collaboration and teamwork by creating avenues for open communication, sharing of ideas, and mutual support among team members.

Core operational accountabilities:-

• Create comprehensive client & project details documents & target approach management strategy, customized to client requirements.
• Securing BOQs from Key accounts.
• Managing mapped architects, developers & builders accounts and generating leads from mapped key accounts.
• Create and update a database of current projects/prospective and current clients.
• Product & quote presentation to clients.
• Conducting key accounts regular meetings & obtain testimonials.
• Close coordination with sales team for closure.
• Stay updated on market trends and competitor activities in the project sales segment, adapting strategies as necessary.
• Ensuring sales conversion achievement.
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• Keep track of all reports of projects & key milestones assigned to project.

Key Interaction:

Internal

• Cross-Functional Teams: Collaborate with internal teams, including design, engineering, and installation teams, to ensure the successful execution of projects.
• Sales Team: Lead and guide the project sales team, ensuring alignment with project goals and strategies.
• Management: Report project progress, budget management, and performance to senior management, seeking approvals when necessary. Finance Department: Coordination with CCC & CPCT team.
• Quality Assurance Team: Work with quality assurance teams to ensure project compliance with quality and safety standards.

External:-

• Clients: Engage with clients to understand their project needs, provide project proposals, and address inquiries or concerns, ensuring client satisfaction.
• Suppliers: Interact with suppliers to source materials and services required for projects, negotiate terms, and maintain effective supply chain relationships.
• Regulatory Authorities: Communicate with regulatory authorities to ensure project compliance with safety, quality, and industry regulations
• Coll adorate with contractors and subcontractors involved in project execution, coordinating activities and ensuring project progress.
• Contractors and Subcontractors: Collaborate with contractors and subcontractors involved in project execution, coordinating activities and ensuring project progress.
• Technical & Behavioral Skills & Knowledge:-
• Leadership: Strong leadership skills to guide project sales teams, motivate team members, and drive collective success.
• Problem-Solving: Proficiency in problem-solving to address project challenges and client concerns promptly and effectively.
• Client-Centric Approach: A strong focus on customer satisfaction and the ability to build and maintain positive client relationships.
• Negotiation Skills: Proficiency in negotiation to secure favorable terms with clients, suppliers, and subcontractors.
• Sales and Marketing: A comprehensive understanding of sales and marketing strategies and techniques to drive project sales.
• Technical Aptitude: A fundamental technical understanding of uPVC and Aluminum doors and windows, facades, or related building material products.

Key Performance Indicators:-

• Project Sales Revenue: Measure the total revenue generated from project sales against set targets, ensuring revenue growth.
• Project Timeliness: Assess the ability to complete projects within established timelines, meeting or exceeding project delivery schedules
• Client Satisfaction: Gather client feedback and assess client satisfaction with project execution, aiming for high levels of customer contentment.
• Project Compliance: Ensure all projects meet safety, quality, and regulatory standards, minimizing instances of non-compliance.
• Market Analysis: Continuously assess market trends, competitor activities, and adapt sales and project strategies as necessary to remain competitive.
• Aid Revenue Generation: Responsible for new business acquisition, upsells, cross-sells or total sales revenue generated.
• Pipeline Growth: Monitor the growth/conversion of the sales pipeline, including the number of leads, opportunities and deals at various stages

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