Key Account Manager

Job Purpose:

The Key Accounts Assistant Manager is responsible for managing and growing key client relationships across India. This includes identifying and engaging with important clients creating strategies to expand the business and coordinating with internal teams to ensure smooth operations. The role also focuses on building the companys brand staying ahead of competitors and meeting business goals.

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

Experience:Minimum Experience: 6 7 years into Key accounts Management / Contracts Department.
Preferable from Elevator Industry Building & construction sector having holistic knowledge inEngineering discipline (not from construction products such as ceramic tiles pipes glass items etc.)Electrical contracting HVAC (Heavy & Bulk materials)

Key Responsibilities:
Key Account Management

• PAN India Mapping: Lead the mapping and segmentation of key accounts including buildersarchitects consultants turnkey contractors and modern retail showrooms across different segments.

• Market Coverage: Establish target markets and areas with a focus on geographical coverage(width and depth) across PAN India.
• Client Engagement: Build and maintain strong client relationships through consistentcommunication including calling emailing and facetoface meetings with key stakeholders.

Client Interaction and Relationship Building

• Client Communication: Manage calls messages and emails for appointment setting andrelationship building with major accounts ensuring effective followups and client servicing.
• Meetings and Presentations: Plan and conduct regular meetings presentations and proposals withkey accounts. Ensure ongoing communication through calls and meetings to track progress andclose deals.
• Tender Management: Handle contract reading tender study and preparation of deviation sheets.Liaise with key clients on mutually agreed terms and conditions.
  Strategy Development
• GotoMarket (GTM) Strategy: Develop and execute selfdriven GTM strategies for key accountsensuring comprehensive meeting schedules and strategic planning.
• Competitive Targeting: Formulate strategies to target and acquire key accounts from competitorsincluding breaking into competitions asset base.
• Market Penetration: Define and implement strategies for expanding the width and depth ofaccount penetration across India.
  Leadership and Team Coordination
• Branch Coordination: Liaise with various branches for the execution of key account ordersincluding invoicing AR (accounts receivable) and collections.
• Interdepartmental Collaboration: Coordinate with design R&D installation maintenance andfinance teams at headquarters to ensure timely support and dossier preparation for key accounts.
• Manpower Management: Oversee manpower planning training and development across branches.
• Conduct recruitment and training for key account management teams ensuring alignment withcorporate strategies.
  Brand Building and Equity Establishment
• Brand Promotion: Establish and promote the brand through client visits presentations videoconferencing social and digital media engagements factory visits and thought leadership activities.
• Digital Marketing: Collaborate closely with the marketing team to roll out digital marketingstrategies and social media campaigns targeting key stakeholders and HNI clients.
  Business Monitoring and Reporting
• Annual Operating Plan (AOP): Drive the achievement of annual targets and follow up on salesnumbers in alignment with the AOP.
• Management Reporting & MIS: Ensure accurate and timely reporting for business growth andhygiene.
• Implement effective MIS to support business reporting performance tracking anddecisionmaking processes.
  Gap Analysis and Continuous Improvement
• GAP Analysis: Conduct periodic gap analysis to identify areas for improvement in key accountstrategies and market coverage.
• Actionable Strategy: Develop and implement strategies to bridge identified gaps and strengthen thebrand equity and presence among key accounts across India.
  Project Mapping and Operational Support:
• Coordinating with customers for Mapping all upcoming Projects and reporting the same to HOKAM team. And Ensuring the Enlistment of Each Key account for every year.
• Studying the Tender documents and submitting the deviation to customer for approval andNegotiation to meet the Product standards Payment terms and services provided by theOrganization with mutual consent of HO KAM team.
• Executing and exercising interpersonal skills to acquire the projects and coordinate betweencustomer and internal Departments for Fulfilling the required milestone (Pre and Post orderconformation) and documentations until the completion of the projects and collection of finalpayment.
• Escalating the Issues and Hurdles during pre and post order execution which is deviating from thetender terms and organization policy for mutual resolution with customer with due approval fromBranch Manager or HO KAM team.
• Seeking guidance and support from Senior HOD on timely basis before providing any writtencommitment to customers pertaining to project terms or tender terms.