Head - Key Accounts Management - Automation - North Region

Key Responsibilities/Accountabilities :

- Define sales strategy and goals for key customers along with Group BD Head and Group strategy Head to deliver differentiated value to clients in domestic markets.

- Drive competitor and market analysis within the industry in terms of market development, new projects, competitive activity, new customers, etc.

- Co-develop budget projections with Group BD Head, Group strategy head and BU Heads, and monitor budget projections for all key accounts.

- Escalate complex issues and issues with potential risk for contract reduction or termination to Group BD Head.

- Work closely with BU teams to enhance Share of Wallet (SOW) with the key accounts.

- Drive execution of key accounts strategy through optimal allocation of clients to account managers and coordination with other teams within Group BD or BUs.

- Monitor the contractual requirements of all assigned clients in order to ensure delivering products in conformance.

- Ensure management of response and documentation with respect to client RFI, RFD & RFQ.

- Drive preparation of business case, costing, estimation, pricing decisions and proposals

- Manage key relationships with existing and prospective clients in domestic markets.

- Continuously work towards customer satisfaction and ensure attainment of satisfactory rating on the customer satisfaction index.

- Provide feedback from existing customers to the CEO and the Plants - and facilitate troubleshooting where necessary to protect existing, and develop new business.

- Create and implement policies and procedures for key accounts.

- Drive continuous improvement within the team through the implementation of industry best practices.

- Responsible for the development of team members by undertaking regular performance discussion, coaching and mentoring.

- Assess performance of direct reports and provide them with developmental feedback. Use performance data to develop a successor for the role.

Educational Qualification :

- MBA with a B. Tech/ B.E. degree.

- Years/type of experience: 12+ years of total experience in BD/ Sales & marketing function with at least 5+years in auto sector.

Technical Skills/Knowledge :

- Sales planning.

- Must have excellent Business and commercial acumen, Negotiation skills and Communication skill.

Company Profile : A Multi-Billion Dollar Global MNC.