KAM

Job Title: KAM - Industry; Building Care

Department: Professional Business
Location: Mumbai

Role
To lead defined key accounts in Industry sector & acquire new industry customers for meeting top line and bottom line objectives

Key Result Areas
To lead the construction of the key account budget, both top line and bottomline.
Customer relationship management at the TOP for key national and International customers.
To identify quick wins for current growth and develop strategic initiatives for future growth via customer partnering, identification of new business opportunities, etc.
To identify, track and handle competitive moves in the key accounts.
Key Activities Mapping the customer organization for its national network and designing the contact matrix Business potential mapping
Business potential mapping for each application and geography
Calculate business share
Identify opportunities
Make plans to gain market share and implement. .
Contract Management
Product introduction, approvals and registration
SLA finalization
Price negotiation and finalization
Contract roll out to SAC team
Customization of SOPs and Training modules Customer contact networking
Connecting customer contact and aligning on SLAs finalized, along with field team across the country.
Setting the periodic formal and informal feedback mechanism.
VAS implementation and monitoring mechanism. Management reviews organized and to be conducted at various levels of management between both customer and company. Develop and execute an effective MIS system
For the customer management
For the internal business team
Sales management
Assist and support sales team on product forecasting
Coordinate with back office for product availability.
Business health analysis
AR management and periodic reconciliation
Centralized PO processing ( if applicable)
Documentation and submission
Centralized Payment collection ( if applicable)
Portfolio management
Identify and track the profitability of the account month on month
Identify the bleeding portfolios and take action.
Guide business profitably

Functional Knowledge / Skills

Must be self-motivated, creative with a high-level of energy, customer focus, negotiation skills, analytical skills.
Must be self-motivated, creative with a high-level of energy, customer focus, negotiation skills, analytical skills.
Basic knowledge of Cost analysis, Good conceptual & problem solving skills, Must possess excellent communication and interpersonal skills, Result oriented, CRM, key account management, strategic thinking, foresight.

Key Relationship
Key account Customers- owners and other stakeholders of defined customers.
All support functions.

Key Competencies
Qualification
Essential
Desirable

Experience
Essential
Desirable

B. Sc + MBA / B. E + MBA (Marketing)

Min 6-7yrs of experience in Institutional Business.

Position reporting to
Sector Head

Positions reporting to the Job Title
NIL