Asahi India Glass - Key Account Manager - North

Role Name : Key Account Manager (North)

Reporting to : Unit Head-(Sales & Marketing-OEM)

Role Purpose :

- To Improve customer satisfaction and enhance AIS share of business

Responsibilities :

Customer Satisfaction :

KRA : Increase customer satisfaction resulting in profitable and sustainable relationship with customer

KPI (Key Performance Indicators) :

- Customer vendor rating- vendor Awards

- No. of complaints received

- Customer visit

- Closing of open issues as per target(QCDDM)

- VOC meeting

- Customer engagement program

Business Development :

KRA (Key Result Areas) :

- To generate new enquiries with the help of existing contacts to increase revenue

- Increase share of business

KPI (Key Performance Indicators) :

- No. of RFQs generated(New & existing projects)

- No. of orders finalised (target vs actual)

- Opportunity sale loss

Sales Forecasting and Control :

KRA (Key Result Areas) :

- Mid Term planning

- Annual planning

- Monthly planning, weekly planning

- Sales forecasting accuracy

KPI (Key Performance Indicators) :

- Monitoring of industry trend through primary and secondary data

- Timely submission of sales plan

- Monitoring and control of sales plan (CSP)

- Variation in sales plan vs actual

Sales :

KRA (Key Result Areas) :

- Achieve sales as per target

KPI (Key Performance Indicators) :

- Budgeted sales v/s actual

- Share of business

- Loss in sales

Competitor mapping :

KRA (Key Result Areas) :

- To monitor competitor activities in order to define company strategy and response to customers

KPI (Key Performance Indicators) :

- 3C report(company, customer, competitor)

- Competitor share of business

- Competitor activity at customer end (customer visit, PPM, delivery performance etc.)

- Competitor technology & product upgradation

Receivables control :

KRA (Key Result Areas) :

- Collection of payment as per agreed terms in order to ensure cash flow

- Customer credit control as per policy

KPI (Key Performance Indicators) :

- Payment receipt (plan vs actual)

- Collection of C-forms

- Customer outstanding and overdues

- Bad debt and payment at rest

System adherence :

KRA (Key Result Areas) :

- To implement and maintain systems/processes like TS-16949, TQM & ISO-14001

- Order to cash for improved productivity and control

KPI (Key Performance Indicators) :

- Number of Non-confirmities (External/Internal)

REQUIREMENTS :

Knowledge :

- Auto Industry

- Product And Process Knowledge

- Systems of OE Customers

Experience : 9-11 years

Skills :

- Customer Relationship Management

- Negotiation Skills

- Communication(written & spoken)

- Proficiency in Computer(MS Office)

- Sales Forecasting

Qualification : BE or MBA(Marketing)