Key Accounts Manager

Job Purpose

The incumbent will be responsible for driving strategic growth and profitability in the Builder Segment by managing key accounts, achieving primary and secondary sales targets, and developing long-term relationships with key stakeholders. The role will focus on increasing market share across LDC, HDC, and B2B FMEG product categories through effective account management, contract negotiations, and customer-centric sales strategies.

Key Responsibilities

1. Primary Sales Achievement

• Drive branch-level primary sales targets across LDC, HDC, and B2B FMEG categories.
• Develop and execute sales plans to achieve revenue and profitability objectives.
• Identify growth opportunities within existing and prospective builder accounts.

2. Secondary Sales Achievement

• Achieve individual secondary sales targets through effective account management.
• Ensure product penetration and sales growth across assigned territories and key accounts.
• Monitor sales performance and implement corrective actions where required.

3. Key Account & Stakeholder Management

• Build and maintain strong relationships with builders, contractors, consultants, architects, and key decision-makers.
• Conduct a minimum of four strategic stakeholder meetings annually in each state.
• Drive customer engagement initiatives and strengthen partnerships with key accounts.
• Address customer concerns proactively and ensure high levels of customer satisfaction.

4. Long-Term Contract Management

• Manage and grow named builder accounts operating under long-term rate contracts.
• Negotiate commercial terms within approved company guidelines.
• Ensure contract compliance and maximize account profitability.

5. Market Intelligence & Business Development

• Track competitor activities, market trends, and industry developments.
• Provide market insights to support strategic business decisions.
• Identify new business opportunities and recommend product or service enhancements based on customer feedback and market requirements.

6. Sales Planning & Reporting

• Maintain sales forecasts and account plans using CRM tools.
• Prepare periodic business reviews and performance reports.
• Analyze sales data to drive informed decision-making and improve business outcomes.

Key Authorities

• Approve pricing proposals within defined organizational guidelines.
• Recommend promotional schemes and incentive programs for builder accounts.
• Negotiate contract terms and commercial arrangements within approved frameworks.
• Recommend strategic partnerships and account engagement plans.