Key Accounts Manager

1 month ago

Navi Mumbai, India Sperton Global AS Full time

JobPurpose:

The Key AccountsAssistant Manager is responsible for managing and growing keyclient relationships across India. This includes identifying andengaging with important clients creating strategies to expand thebusiness and coordinating with internal teams to ensure smoothoperations. The role also focuses on building the companys brandstaying ahead of competitors and meeting businessgoals.

Qualification:Graduate/ Masters(BCOM/ MCOM /MBA / BTech)
Proven experience inContracts / procurement / legal departments. Should have worked inBLUECHIPCOMPANIES

Experience:MinimumExperience: 6 7 years into Key accounts Management / ContractsDepartment.
Preferable from ElevatorIndustry Building & construction sector having holisticknowledge inEngineering discipline (not from construction productssuch as ceramic tiles pipes glass items etc.)Electrical contractingHVAC (Heavy & Bulkmaterials)

KeyResponsibilities:
Key AccountManagement

  • PANIndia Mapping: Lead the mapping and segmentation of key accountsincluding buildersarchitects consultants turnkey contractors andmodern retail showrooms across differentsegments.
  • Market Coverage:Establish target markets and areas with a focus on geographicalcoverage(width and depth) across PANIndia.
  • Client Engagement: Build and maintainstrong client relationships through consistentcommunicationincluding calling emailing and facetoface meetings with keystakeholders.

ClientInteraction and RelationshipBuilding

  • ClientCommunication: Manage calls messages and emails for appointmentsetting andrelationship building with major accounts ensuringeffective followups and clientservicing.
  • Meetings and Presentations: Plan andconduct regular meetings presentations and proposals withkeyaccounts. Ensure ongoing communication through calls and meetingsto track progress andclose deals.
  • TenderManagement: Handle contract reading tender study and preparation ofdeviation sheets.Liaise with key clients on mutually agreed termsand conditions.
    StrategyDevelopment
  • GotoMarket(GTM) Strategy: Develop and execute selfdriven GTM strategies forkey accountsensuring comprehensive meeting schedules and strategicplanning.
  • Competitive Targeting: Formulatestrategies to target and acquire key accounts fromcompetitorsincluding breaking into competitions assetbase.
  • Market Penetration: Define and implementstrategies for expanding the width and depth ofaccount penetrationacross India.
    Leadership and TeamCoordination
  • BranchCoordination: Liaise with various branches for the execution of keyaccount ordersincluding invoicing AR (accounts receivable) andcollections.
  • Interdepartmental Collaboration:Coordinate with design R&D installation maintenanceandfinance teams at headquarters to ensure timely support anddossier preparation for key accounts.
  • ManpowerManagement: Oversee manpower planning training and developmentacross branches.
  • Conduct recruitment andtraining for key account management teams ensuring alignmentwithcorporate strategies.
    Brand Building andEquityEstablishment
  • BrandPromotion: Establish and promote the brand through client visitspresentations videoconferencing social and digital mediaengagements factory visits and thought leadershipactivities.
  • Digital Marketing: Collaborateclosely with the marketing team to roll out digitalmarketingstrategies and social media campaigns targeting keystakeholders and HNI clients.
    BusinessMonitoring andReporting
  • AnnualOperating Plan (AOP): Drive the achievement of annual targets andfollow up on salesnumbers in alignment with theAOP.
  • Management Reporting & MIS: Ensureaccurate and timely reporting for business growthandhygiene.
  • Implement effective MIS to supportbusiness reporting performance tracking anddecisionmakingprocesses.
    Gap Analysis and ContinuousImprovement
  • GAPAnalysis: Conduct periodic gap analysis to identify areas forimprovement in key accountstrategies and marketcoverage.
  • Actionable Strategy: Develop andimplement strategies to bridge identified gaps and strengthenthebrand equity and presence among key accounts acrossIndia.
    Project Mapping and OperationalSupport:
  • Coordinating withcustomers for Mapping all upcoming Projects and reporting the sameto HOKAM team. And Ensuring the Enlistment of Each Key account forevery year.
  • Studying the Tender documents andsubmitting the deviation to customer for approval andNegotiation tomeet the Product standards Payment terms and services provided bytheOrganization with mutual consent of HO KAMteam.
  • Executing and exercising interpersonalskills to acquire the projects and coordinate betweencustomer andinternal Departments for Fulfilling the required milestone (Pre andPost orderconformation) and documentations until the completion ofthe projects and collection offinalpayment.
  • Escalating the Issues and Hurdlesduring pre and post order execution which is deviating fromthetender terms and organization policy for mutual resolution withcustomer with due approval fromBranch Manager or HO KAMteam.
  • Seeking guidance and support from SeniorHOD on timely basis before providing any writtencommitment tocustomers pertaining to project terms or tenderterms.

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