Key Accounts Manager - Public Sector Enterprise

Job Summary

The responsibility of this role is to develop and implement strategic account plans to achieve sales targets, foster account growth, and identify new business opportunities. The role will be based out of Mumbai and will manage accounts in the Public Sector Banks and Oil Marketing Companies segment. The individual will conduct regular business reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives.

Role & Responsibilities

- Key Account Management: End-to-end channel and client relationship management.

- Tender Specifications: Specify products and solutions into tenders of Public Sector Banks and Oil Marketing Companies.

- Tender Monitoring: Track tenders being released and monitor participation of qualified channel partners.

- Channel Partner Engagement: Increase wallet share with channel partners awarded tenders.

- Market Coverage: Coverage of the assigned market/area, product demonstrations, and presentations to top officials.

- Awareness Creation: Conduct seminars to create awareness and differentiate products.

- Brand Manual Specifications: Incorporate product specifications into brand manuals.

- Customer Understanding: Demonstrate advanced understanding of customer requirements, markets, and business challenges.

- Sales Management: Develop and manage opportunity hopper through sales automation tools.

- Sales Planning: Forecasting, sales plan development, and marketing plan execution with a growth mindset.

- Sales Targets: Achieve targeted sales volumes and value for the assigned territory on a monthly and year-on-year basis.

- Team Training: Train, develop, and manage the channel sales team and account receivables.

- Cross-functional Collaboration: Collaborate with cross-functional teams for customer service and complaint management.

- Market Intelligence: Gather industry market intelligence and share with stakeholders.

Minimum Qualifications

- B.E / M.B.A with a proven sales track record.

- 10 years of experience in tender-driven core sales.

- Prior experience working with brand owners and projects teams is an added advantage.

- Good understanding of key account management and channel management.

- Experience in sales to institutions and B2B business development.

- Experience in conducting seminars and product demonstrations for large customer gatherings.

- Experience in concept selling, specification incorporation, and tender generation.