Key Accounts Manager

Roles and Responsibilities

1. Job Purpose

To manage and develop strategic relationships with key automotive OEM customers, drive business growth, ensure customer satisfaction, and achieve sales and profitability targets. The role requires strong experience in automotive key account management, customer coordination, commercial negotiations, and new business development.

2. Key Responsibilities

Key Account Management

Manage and strengthen relationships with key automotive OEM customers and Tier-1 suppliers.

Act as the primary point of contact for assigned customer accounts.

Understand customer requirements, business plans, production schedules, and future sourcing opportunities.

Ensure timely resolution of customer concerns and maintain high levels of customer satisfaction.

Conduct regular customer visits and business review meetings.

Business Development & Sales

Identify new business opportunities and expand existing customer accounts.

Drive customer acquisition, business growth, and market share expansion.

Coordinate with customers for RFQs, RFIs, quotations, and new project enquiries.

Prepare business proposals, commercial offers, and sales forecasts.

Develop long-term business relationships with OEM purchase, engineering, quality, and program management teams.

Commercial & Negotiation Management

Lead commercial negotiations related to pricing, annual cost reductions, tooling, and new product development.

Manage price revisions, raw material price variations, cost escalations, and customer claims.

Monitor account profitability, sales revenue, contribution margins, and outstanding payments.

Ensure adherence to customer contracts, commercial terms, and agreed business commitments.

New Business & Program Coordination

Coordinate with internal teams, including Sales, NPD, R&D, Quality, Production, SCM, and Finance.

Support new product development and ensure timely submission of quotations and commercial proposals.

Track project milestones, customer approvals, product launches, and production ramp-up.

Ensure effective coordination between customer requirements and internal manufacturing capabilities.

• Manage a portfolio of high-value clients, ensuring exceptional client account management and relationship building.
• Develop and execute strategies to maximize revenue growth through new business acquisition, retention, and upselling/cross-selling opportunities.
• Collaborate with internal teams (pre-sales, delivery, marketing) to drive sales enablement and ensure seamless service delivery.
• Identify potential risks and develop mitigation plans to minimize impact on client relationships.
• Analyze market trends and competitor activity to stay ahead in the competitive IT services landscape.

Desired Candidate Profile

• 10-16 years of experience in Key Account Management or related field (IT Services & Consulting).

• B.Tech degree from a reputed institution; MBA preferred.

• Proven track record of success in managing large-scale projects/programs involving complex technical solutions.

• Strong understanding of industry best practices for Key Account Management, Client Relationship Management, Sales Enablement

• etc.