Key Account Manager

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