Report this Job
Job Description
Key Accounts Manager - Construction Chemical - with a Leading Adhesives brand
Sales Objectives
Ownership & Responsibility for large accounts (CC segment) achieving sales objective in those accounts.
Identify & own up Big tile/stone contractor & achieving sales through those accounts.
Specifications & Business development
Work closely with linked Specifiers/ influencers to ensure brand is specified in the BOQs by self and/or through collaborative working of Specification Team
Identify possible opportunities in terms of new business opportunities- new products, categories, markets and new accounts for penetration through leveraging the strength of diffedrent divisions.
Closely strategise category level business development plan in their respective regions.
Execute the business development plan in specified timelines in collaboration with the team.
IV. Provide timely feedback on the status/ improvement plan
Ensure regular training/ presentation to the key account and solve any technical issues on site
Key Account Management
Build active relationship with high value key accounts.
Collaborative working with different team, mapping their key accounts & leveraging for business
Ensure classification of customers is correctly done & ensure end to end working of projects team with these accounts.
Ensure all leads are captured, rightly categorized and followed up for the conversion of opportunities
People Management
Ensure induction & training for new joinees as per the Induction Module.
Conduct reviews of team members, track performances against identified key indicators for the month in MRMs & periodic reviews throughout the month and provide feedback.
Provide guidance, support & on the job training as per the training needs of the team in enabling him to achieve his initiatives.
Ways of working
Ensure business reviews are conducted as per process
Develop Detailed Understanding and utilization of SPPBM
Work plan / OAAP timely submission as per index
Execute Major Initiatives, Key Initiatives in addition to HO driven Initiatives
Insighting:
Carry out intensive field visits and interact with employees, influencers, customers in the region
Analyse all the Won-lost orders to draw insights on customer needs, pricing, competition and other market trends
Collect feedback from the stakeholders of key accounts and draw insights on all aspects of the business including product and service quality, site issues, supply situations, competition activities, schemes, etc
Competition Fighting:
Keep a track of competition activities on specific projects that we are bidding as well as their activities in other segments/ projects where we are not bidding.
Discuss the findings in zonal meetings and to be captured in OAAP
Share the competition insights & devise competition fighting strategy in consultation with HO / Zonal sales manager/team
Channel Management
Provide guidance on Appointment, Working & Discontinuation of Project partners in line with business goals.
Ensure Project partner service the market with respect to timely order delivery
Ensure no market gaps due to non-presence in respective market
Identifying the expanding markets & plan for effective coverage by Project partner involvement through sharing of key accounts & sites.
Manage SD, CL & payment term as as per policy.
Employement Category:
Employement Type: Full time
Industry: Chemical / Plastic / Rubber / Glass
Role Category: Sales / BD
Functional Area: Not Applicable
Role/Responsibilies: Key Accounts Manager - Construction Chemical
Acura Solutions
