Key Account Manager

2 weeks ago

Ahmedabad, Gujarat, India Domnic Lewis Full time ₹ 9,00,000 - ₹ 12,00,000 per year

A German Multinational engg company is seeking for Ahmedabad locationRole: Key Account Manager Exp: Minimum 5 yrs as Sales, KAM, BD in Chemical or Materials segment , should be from AHmedabad or worked previously in AhmedabadCandidates exp. in Polymer sales, Plastic sales, chemical sales, Engineering material sales are pref. JD:

  • Account management of all existing accounts in the region.
  • Responsible to communicate to and manage the expectations of the customer with regards to material availability and technical support.

Define, in cooperation with the AD and BDMs, technical needs for the applications as basis for Product Development Request.

  • Works with regional commercial team to ensure high quality account plans for all identified customers and owns account plans.
  • Responsible for acquiring and commercializing projects complimenting the BDMs (new customers or new applications or both) within the defined strategy for the Industry Segment and / or Product line or Region.

Focus on value added sustainable projects to improve profitability over time.

  • Responsible for the leveraging and coordinating of supporting functions which can contribute to the successful closure of projects (ADM's, CAE, material technical expertise, senior management, etc)
  • Responsible for positioning Value Propositions at the target customers, taking their specific circumstances and situation into account.

By doing so the generic VP becomes customer specific and supports pricing process for all new PMCs.

  • Responsible for correct administration of own projects, account plans & customer accounts in the CRM and based on that deliver input into Envalior planning processes (Budget, Forecasting, S&OP, etc)
  • Develop and maintain networks at adequate levels in the value chain, within customer's organizations and Research focusing on engineering and technology.
  • Responsible for collecting and communicating market information, market trends and emerging needs within the Industry Segment and region to contribute to timely VP development.

Provide input on strategic and tactical plan to Regional managers.4. Job Contenta)Key areas of accountability/responsibility

  • Account management.
  • Enter and conclude pricing negotiations with the customers within the pricing instructions set by the regional managers & segment managers.
  • To apply generic Value Propositions to specific customer situations offering (development) support to enter co-developments.
  • Organize support resources in order to successfully execute the projects and commit on those to the customer with internal approvals.5.

Complexity of the position

  • In order to reach a high quality strategy and plan an in depth understanding of both the market and the application is necessary.
  • Operating in a (global) matrix structure.
  • Decision making processes at customers are complex and involve typically 4-5 buyer influences whom all need to be influenced towards a positive decision on the Envalior business proposal.
  • In order to reach maximum output a large diversity of resources can be used.

It requires creativity and sensitivity to understand which resources will have maximum effect at the customer.

  • Indian market is becoming more competitive with local presence of global EM majors.

Ability to ensure customer preference to work with Envalior will be critical for maintaining position and grow business.

  • Decision making is fast for local players necessitating ability to develop effective networks quickly.
  • Has to work with new customer and/or application.

Ability to build new relationships and learn quickly is very important.

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