Key accounts manager-new delhi

Key Result Areas

Supporting Actions

• Business Delivery (R) Achieve the sales target in terms volume, product mix & segment ratio at agreed price positions to achieve maximum NCR and profitability for the Pan India.
• Ensure increase in share of business by identifying opportunities to service at Region.
• Ensure timely delivery to key accounts by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the Region.
• Recommend pricing of Key Customers based on market intelligence.
• Plan and execute call cycle for region and report findings to superior and other stakeholders for tracking and monitoring purposes.

Co-ordination and Team Building (A)

• Coordinate with IT / Logistics and C&F teams for order processing based on the criticality of order.
• Get clarification from sites / customers and provide the same for updation in system and order execution; Make necessary entries in the system for order execution in time.
• Build rapport with clients and ensure smooth flow between HO and clients.
• Ensure cordial relationship & capability building in the team and provide them with learning and growth opportunities.

Key Account Management (R)

• Build long term customer relationship with all key stakeholders (e.g. purchase, stores, and finance) with the objective to leverage growth and new business opportunities.
• Identify customers business needs to deliver long term competitive advantage.
• Interact with customers on regular basis, provide them 360 degree solutions and support to customers to build trust and get continuous business.

Market Intelligence (R)

• Monitor competitive activities including sales, pricing, product innovations and new construction practices, close interaction with key stakeholders like consultants, industry experts and professional bodies.

Market Strategy (R)

• Devise the market strategy based on customer feedback, consultants and new projects to recommend new markets, capacity enhancements and quantity requirements for the Region.

Partnering with customer/ Value Added Services (A)

• Assist key accounts to achieve their project progress targets by providing construction related support.
• Organize training programs with the assistance of technical services cell.
• Provide value added services like mix design, bulk delivery, inventory management, etc.

Product Promotion and Brand Equity (R,A)

• Develop a healthy relationship with existing customers to get future orders and keep watch upon upcoming projects.
• Promotion and sales of Birla White products.

Revenue Plan and Budgeting (R)

• Make yearly forecasts based on cement consumption pattern and projects on anvil.
• Providing customers the budgetary quotes based on the trends.
• Plan for bill discounting and suggest the monetary credit limit to the customer based on project.
• Make accurate estimations for the SNOP/manufacturing team in the Demand Manager.

Sales Administration (A)

• Ensure timely collection of payments for keeping receivables under control / Follow-up for timely collection of payment against sold material for respective key accounts.
• Management of debtors including setting of credit limits based on financials of key customers, monitoring of credit control and achieving budgeted targets.