Responsible for managing and growing strategic/key customer accounts by developing strong customer relationships, increasing business opportunities, achieving sales targets, and ensuring high levels of customer satisfaction and retention.
Key Roles & Responsibilities
1. Key Account Management
- Manage and develop relationships with key customers, strategic accounts, and large industrial clients.
- Understand customer requirements, business priorities, procurement processes, and upcoming projects.
- Act as the primary point of contact for assigned key accounts.
- Develop account-wise business plans and strategies for revenue growth.
2. Sales & Business Development
- Achieve assigned sales, revenue, margin, and business growth targets.
- Identify new business opportunities within existing accounts and develop new customer accounts.
- Drive cross-selling and up-selling of products and services.
- Develop new applications, projects, and product categories within existing accounts.
- Generate and convert leads, enquiries, RFQs, and business opportunities into orders.
3. Customer Relationship Management
- Build strong relationships with key decision-makers, purchase teams, technical teams, plant heads, and senior management.
- Conduct regular customer meetings and business reviews.
- Understand customer pain points and provide commercially and technically suitable solutions.
- Maintain high customer engagement and improve customer retention.
4. Strategic Account Planning
- Prepare account-wise growth plans, opportunity pipelines, and sales forecasts.
- Map key stakeholders and decision-makers within strategic accounts.
- Identify upcoming CAPEX, MRO, projects, expansion, and maintenance requirements.
- Monitor competitor activities, pricing, market trends, and customer buying patterns.
5. Commercial & Negotiation Management
- Prepare and submit quotations, commercial proposals, and rate contracts.
- Negotiate pricing, payment terms, delivery schedules, and commercial conditions.
- Coordinate with internal teams to ensure competitive and profitable quotations.
- Track margins and ensure business is aligned with company commercial objectives.
6. Order & Execution Management
- Coordinate with sales coordination, procurement, logistics, finance, and operations teams for smooth order execution.
- Monitor order status, delivery commitments, material availability, and customer requirements.
- Resolve delivery, quality, documentation, and commercial issues.
- Ensure timely closure of customer complaints and escalations.
7. Collections & Credit Management
- Monitor account receivables and outstanding payments.
- Coordinate with customers and internal finance teams for timely payment realization.
- Follow up on overdue invoices and resolve payment-related discrepancies.
- Ensure business is conducted within approved credit limits and payment terms.
8. Cross-Functional Coordination
- Work closely with Product, Procurement, Finance, Logistics, Operations, and Technical teams.
- Coordinate with manufacturers/principals for product availability, pricing, technical support, and authorization.
- Ensure seamless communication between customers and internal stakeholders.
9. Market & Competitor Intelligence
- Track market pricing, competitor activities, new products, and customer trends.
- Identify emerging business opportunities and potential threats.
- Provide market feedback and strategic inputs to management.
10. Reporting & Performance Management
- Maintain accurate sales pipelines, forecasts, account plans, and opportunity reports.
- Track monthly, quarterly, and annual sales performance.
- Review account profitability, business growth, and customer-wise performance.
- Present key account performance and growth plans to senior management
