Qualification & Experience:

Qualification: Engineering Graduate; MBA preferred.
Experience: Proven experience in Institutional Sales, specifically CSD, CPC, INCS, and B2B business (trade schemes, festival gifting) in industries such as FMCG, Cement, Auto Ancillary, Paints, Pharma, or Employee Loyalty Programs.

1. Client Relationship & Business Growth

Develop trust and strong relationships with major clients to achieve/exceed budgeted invoicing and maintain credit discipline.
Act as the primary contact for key accounts; address client complaints, analyze data, and enhance overall customer experience.
Expand institutional business with existing and new customers, ensuring customers remain loyal and do not turn to competitors.
Work closely with internal stakeholders (CGCEL, internal teams) to ensure customer requirements are understood and satisfied.

2. Sales & Strategic Management

Focus on primary, secondary, and tertiary sales through strategic planning, business strategy, and contract management.
Conduct technical and strategic sales, promotional activities, seminars, and exhibitions to enhance brand equity.
Responsible for people management and coordinating with Channel Service Providers (CSP) and merchandisers to achieve targets.

A. Financial Aspect

KAM: Ensure top-line and bottom-line targets for assigned key accounts; manage collections and credit effectively.
Regional Sales: Achieve budgeted primary sales/orders in assigned territory; manage secondary sales through CSPs; evaluate CSP and merchandiser performance.

B. Customer Aspect

KAM: Expand institutional business in existing and new clients; handle product introduction, price negotiation, product listing, contract management, business strategy, and promotional planning; interact with external stakeholders like trade associations and industries.
Regional Sales: Represent the company in the territory; address local issues (delivery, appointments); manage CSPs and merchandisers; ensure customer satisfaction through effective pre- and post-order service; gather product and service feedback.

C. Business Process Aspect

D. Behavioral Competencies

Key Account Manager Hospital

Regional Key Account Manager