Key Accounts Manager

Role & responsibilities

Business Development & Market Coverage

• Identify and qualify opportunities across upstream, midstream and downstream Oil & Gas, pipelines, refineries, petrochemicals, city gas, fertiliser, power and allied infrastructure sectors.
• Develop business with Central and State PSUs, private operators, EPC contractors, PMCs, engineering consultants and channel/OEM partners across India.
• Create territory and account plans, map decision-makers and influencers, and maintain a credible rolling opportunity pipeline.

Key Account & Relationship Management

• Build senior-level relationships with end users, EPCs and consultants; position Commtel as a long-term telecom systems integration partner.
• Conduct customer meetings, technical presentations, solution workshops, site visits and pre-tender engagement in coordination with internal teams and OEMs.
• Own customer communication throughout the sales cycle and ensure timely resolution of commercial and technical concerns.

Tendering & Techno-Commercial Management

• Track enquiries and tenders through GeM, CPPP, customer portals, EPC procurement systems and market intelligence sources.
• Lead bid/no-bid evaluation, tender documentation, pre-bid queries, compliance statements, costing inputs and techno-commercial proposal submission.
• Coordinate requirements relating to Make in India, local content, MSME/MSE provisions, taxes, e-bidding, EMD/PBG and customer-specific contractual conditions.

Sales Strategy, Negotiation & Closure

• Develop win strategies covering solution positioning, competition, partner/OEM alignment, pricing, margin and negotiation approach.
• Lead commercial negotiations on price, payment milestones, delivery, warranty, liquidated damages, performance guarantees and contractual risk, within approved authority.
• Drive opportunities from qualification to LOA/PO and support smooth handover to project execution, finance and contracts teams.

Revenue Realisation & Customer Support

• Support billing milestones, receivable follow-up, variation orders, contract amendments and closure of customer dependencies that affect revenue or cash flow.
• Maintain post-order engagement to protect customer satisfaction, repeat business and reference value.

Collaboration, Governance & Reporting

• Work closely with solution engineering, estimation, projects, procurement, finance, contracts, legal, quality and OEM partners to develop competitive, compliant offers.
• Maintain complete and current CRM records, including opportunity stage, value, probability, competition, next action and expected order date.
• Submit accurate weekly/monthly forecasts, management reports and market intelligence; escalate material risks early.
• Comply with the Company's Code of Conduct, anti-bribery requirements, QHSE processes and delegated authority framework.