Key Accounts Manager

Role & responsibilities

Key Account Ownership & Relationship Management

• Serve as the single point of contact and relationship owner for a portfolio of selected national key accounts
• Build and deepen executive and decision-maker relationships across each account developers, EPCs, PMCs, consultants, architects, contractors and applicators, distributors and channel partners, and government/PSU bodies
• Develop and maintain account plans that map the full SOPREMA opportunity across every business unit

Cross-Business-Unit Solution Selling

• Promote the entire SOPREMA range across all business units waterproofing and project solutions, Swimming Pool, Infrastructure (GCCM & GCL), and Acoustics
• Identify cross-sell and up-sell opportunities to grow SOPREMA’s share of wallet within each account
• Position SOPREMA as a single, integrated solutions partner rather than a single-product supplier

Specification & Technical Engagement

• Work closely with the specifications team to understand project requirements and propose the best-suited technical solutions
• Drive specification wins — getting SOPREMA systems specified with consultants, architects, and key decision-makers in both the private and government sectors
• Coordinate the customization of specifications, technical drawings, and method statements for account projects

Pipeline Generation & Handoff to Business Units

• Generate and qualify opportunities, then hand them to the relevant business unit to convert and book.
• Maintain a clear, up-to-date view of each account’s pipeline across all business units in the CRM
• Track account penetration, active solutions per account, specification wins, and qualified pipeline as the core measures of success

Coordination & Orchestration

• Orchestrate across business-unit teams, specifications, supply chain, finance, and customer support to serve each account seamlessly
• Present a single, consistent SOPREMA face to the customer across all solutions
• Resolve cross-business-unit matters — pricing, priority, and channel — to keep the account relationship strong

Market Intelligence & Positioning

• Understand the competitive landscape within each account and create differentiation for SOPREMA based on its strengths
• Grow SOPREMA brand awareness and preference within the account
• Feed account and market insights back to the business units and leadership

Preferred candidate profile

Required Skills

• Proven ability to manage large, multi-stakeholder key accounts in the Building Materials industry (essential)
• Strong understanding of the building-materials and construction ecosystem — developers, EPCs, PMCs, consultants, architects, contractors, applicators, distributors, and government/PSU buyers
• Ability to sell a broad solutions portfolio and orchestrate across multiple internal teams
• Consultative, specification-led selling capability
• Excellent relationship-building, communication, and influencing skills
• Strong commercial acumen and disciplined account planning
• Self-driven and comfortable operating independently, with extensive national travel
• Proficiency in CRM systems and MS Office

Qualifications

• MBA required (essential)
• Minimum 6 years of work experience, with a strong track record in the Building Materials industry (essential)
• Experience managing national or strategic key accounts across multiple product lines preferred
• Willingness to travel extensively across India