Key Accounts Manager

Key Account Manager (KAM)

Location: Mumbai
Industry: Power / Electricity Distribution
Function: Key Account Management / Sales / Business Development
Experience: 12 Years
Qualification: Engineering Graduate + MBA in Sales & Marketing

Job Summary

We are looking for a Key Account Manager (KAM) to manage relationships with premium developers and high-value customers. The role involves customer relationship management, project acquisition, lead generation, techno-commercial proposals, service delivery coordination, stakeholder management, billing and collection follow-up, and market intelligence.

The candidate will act as the Single Point of Contact (SPOC) for key customers and coordinate with internal and external stakeholders to ensure smooth project execution and customer satisfaction.

Key Responsibilities

Customer Relationship Management

• Act as SPOC for key premium customers and developers.
• Build and maintain strong relationships with developers, architects and other stakeholders.
• Ensure effective execution of customer journey and engagement activities.
• Handle customer concerns and coordinate with relevant teams for resolution.

Sales & Business Development

• Identify and acquire ongoing and upcoming projects.
• Meet decision-makers and pitch electricity distribution and related services.
• Prepare techno-commercial proposals and support negotiations.
• Generate leads through government portals, project databases, site surveys and market networking.
• Drive project acquisition and revenue generation.

Service Delivery & Project Coordination

• Coordinate end-to-end service delivery and supply release.
• Liaise with engineering, commercial, network, construction, maintenance and customer service teams.
• Monitor project timelines and ensure timely execution.
• Ensure smooth coordination between customers and internal teams.

Marketing & Customer Engagement

• Organize developer meets, seminars and knowledge-sharing sessions.
• Coordinate event logistics and execution.
• Collect customer feedback and identify opportunities for improvement.

Market Intelligence

• Track competitor activities, network expansion, substations and customer engagement initiatives.
• Conduct market mapping and project tracking.
• Use GIS and other platforms for project/data mapping.
• Provide market insights for business and process improvement.

Data Management & Compliance

• Maintain accurate CRM and project-related data.
• Ensure timely updates of customer/project information.
• Track customer appointments and closures.
• Maintain required ISO documentation and compliance records.
• Support audit readiness and data integrity initiatives.

Billing & Revenue Collection

• Monitor billing efficiency and revenue realization.
• Follow up with customers for timely payment collection, particularly for construction power.
• Coordinate with Accounts & Finance for payment-related issues.

Customer Grievance & Stakeholder Management

• Handle customer complaints related to metering and service delivery.
• Coordinate with internal teams for resolution of TMC, CGRF, regulatory, legal and grievance matters.
• Manage communication with developers, architects, LECs and other external stakeholders.

Vendor & Operational Governance

• Monitor and govern outdoor staff deployed through vendor partners.
• Support performance reviews, process improvements and operational governance.
• Ensure adherence to defined SOPs, service standards and compliance requirements.

Compliance, Safety & Quality

• Ensure compliance with the Electricity Act, MERC regulations and company SOPs.
• Support audit activities and safety compliance.
• Participate in continuous improvement initiatives such as Kaizen, Six Sigma and Quality Circles.

Key Stakeholders

Internal: Network, Accounts & Finance, Central Engineering, Commercial, Maintenance, Brand & Customer Experience, Customer Service, HT Construction & Maintenance teams.

External: Customers, Developers, Architects, LECs and other project stakeholders.

Educational Qualification

• Graduate in Engineering – Mandatory
• MBA in Sales & Marketing – Preferred/Mandatory as per business requirement

Experience

• 1–2 years of experience in B2B/B2C customer-facing roles.
• Experience in Sales, Business Development, Key Account Management, Customer Relationship Management or Power/Energy sector will be preferred.
• Fresh MBA candidates with relevant engineering background and strong customer-facing/sales aptitude may also be considered.

Key Skills

• Key Account Management
• Customer Relationship Management
• Sales & Business Development
• B2B / B2C Sales
• Lead Generation
• Stakeholder Management
• Negotiation Skills
• Customer Service
• Project Coordination
• Techno-Commercial Proposals
• Revenue & Collection Management
• CRM
• MS Excel / MIS
• Market Intelligence
• Communication Skills
• Problem Solving
• Analytical Thinking
• Power Distribution / Electricity Sector