Posted By
Posted in
Sales & Marketing
Job Code
1192292
Role Name : Key Account Manager (Railways)
Reporting to Unit Head - Business Development & Exports
Role Purpose :
1) New Business Generation in Indian Railways- Govt & Private (PAN India)
2) Key account management
Role Description :
Market study of Railways segments, Business Development and Key Account Management
Responsibilities :
1) Market study of exisitng and upcoming segments
2) Feasibility study (techno/ commercial) of new opportunities (New customers/ product lines) and recommendations
3) RFQ management and business win
4) Key account management
5) Profitability
6) Competitor Intelligence
KPI (Key Performance Indicators) :
- For existing product range constantly explore Indian Railways tenders, ICF/MCF/ RCF tenders, Private players- Alstom, Medha, BEML etc, new customers/ new products where AIS is not present, supported by Technocommercial feasibility study
- Conduct techno commercial feasibility study as per aggreed timeline and share the report with
recommendations on the project to the management
- Initiate and conduct CFT meeting with management, for the project approval
- Coordinate feasibility study with Engg., gather inputs in order to make a commercial proposal
- Preparation of Techno-commercial offer as per norms and submission after HOD approval
- To continuously monitor the Indian Railways tenders (Govt/ Private) and participate;
- Ensure business win as per Target SOB and profitability;
- Ensure to share business win conditions with Engg. Team as development goahead
- Ensure development as per agreed time line in order to achieve targeted sales and have customer
satisfaction
a) Sales forecasting
- To monitor Industry scenario and ensure regular release of updated Monthly/ Annual/ Mid term
plan/ Opportunity projections
i
- To monitor customer's daily production and ensure regular and timely release of updated plans
b) Sales Management
- To arrange and monitor customer & industry forecasts
- Ensuring forecasted sales target is achieved 100%
- To co-ordinate with customer and support manufacturing team to achieve 100% sales target
- Ensuring the Targeteted SOB is achieved and target increase of SOB where applicable
- Constantly target increase in sales turnover with new and existing customers
- Release of Sales MIS on weekly/ monthly basis
c) Ensure Collection of due/overdue as per agreed norms and budget
d) Ensure customer satisfactioni)
- By achieving best performance on QCDDM parameters; Ensure monthly monitoring and reporting
of actual vs customer targets
- Coordinating with Plant and other CFT members to deliver best results using PDCA approach;
- Target Vendor awards
e) Customer Engagement
- Ensuring quarterly Management operational review with key customers
- Ensuring regular visit to customer; ensuring to be present at plants during customer visits;
ensuring quick circulation of visit reports
- Ensure timely reporting/ escalation of issues through weekly/ monthly reports; weekly/ monthly
dept and CFT meetings
- Profitability study- Ensure quartely preparation and review of profitability data based on inputs
received from Business intelligence
- Price correction- Approach customer for price correction on terms of Annual inflation as per
budget; Forex; latest commodity, manpower and power prices etc
- Ensure study of competitor landscape; competitor SOB segment / product wise; competitor prices;
simulate competitor cost for internal discussion
Requirements :
Knowledge :
1) Key account management
2) Pricing and costing
Experience : 10-12 years experience in Auto Component industry - Indian Railways supplier
Skills :
- Presentation Skills
- Communication Skills
- Negotiation Skills
- CFT Management
- Team Management
Qualification :
- BE/ B Tech or MBA (Both will be added advantage)
- Min. 60% marks in 10th, 12th, BE/ B.Tech/ MBA
INTERACTION :
Internal :
Engineering; New Model development, Supply Chain; Materials Production; QA; MIS, Accounts
Customers :
- Indian Railways- Govt-ICF, MCF, RCF etc
Private- Medha, Alstom, BEML, CAF, Talgo, Siemens etc
Didn’t find the job appropriate? Report this Job
Posted By
Posted in
Sales & Marketing
Job Code
1192292