ROLE PURPOSE

The Key Account Manager (KAM) is the dedicated owner of aftermarket revenue and customer relationships for a defined set of strategic accounts that collectively represent a large share of addressable AM revenue in the region. The KAM is the single commercial point of contact at these accounts for spare parts, M-Powered contracts, retrofits and any other new AM offerings, and is responsible for converting whitespace into recurring aftermarket revenue.

Key Responsibilities

Account Ownership & Revenue Growth

Manage assigned strategic accounts end-to-end for all aftermarket revenue streams
Deliver the assigned account-level AM revenue target across spares, M-Powered, retrofits and new AM products
Convert whitespaces in assigned regions – identify under-penetrated SKUs, machines and product categories and activate them
Build and protect Milacron's entitlement value (SOM) capture at each account

Customer Engagement & Coverage

Maintain a structured visit / call plan (PJP) across assigned accounts – minimum weekly customer visits and calls per defined cadence
Build relationships across plant-level and corporate-level decision-makers (maintenance, procurement, plant heads)
Handle commercial and service-related escalations in coordination with the Regional Service team (Regional Service Managers and Service Engineers)

Contracting & Upsell

Push Milacron spare part sales, consumable kits, and structured replacement programs
Drive M-Powered contract closures; build the pipeline at the account level
Coordinate with Service Engineers to convert any SE-flagged upsell opportunities in their accounts into closed orders

Reporting & Governance

Maintain accurate account, opportunity and visit data in CRM / MIS
Submit weekly coverage reports and monthly account reviews to the Regional Aftermarket Head

SUCCESS METRICS / KPIS

Revenue & Growth

Customer Coverage

Operational Discipline

Account AM revenue vs. target (primary KPI)
SOM capture % at assigned customers
M-Powered penetration in assigned accounts
Customer visits per week / calls per week (PJP adherence %)
Customer NPS at assigned accounts
Whitespace accounts activated
CRM data hygiene (% complete records)
On-time submission of weekly / monthly reports

Key Skill Requirements

Skill Dimension

What We Are Looking For

Technical & Commercial

B2B field sales and account management in capital goods or industrial equipment
Strong product and spare-parts knowledge (injection moulding preferred)
Account mining, negotiation and deal closing

Analytics & Planning

Account revenue analysis and visit planning (PJP)
Sales forecasting and pipeline tracking
Proficiency in Excel / MIS reporting, CRM and PJP / route-planning tools

Interpersonal

Customer relationship management at plant and corporate levels
Cross-functional coordination with service teams

Behavioural

Customer-first mindset
Hunter mentality and self-motivation
Strong communication skills and resilience

Experience Profile

4-5 years of B2B sales / key account management experience in capital goods, industrial equipment or aftermarket
Demonstrated record of growing account-level revenue and converting whitespace opportunities
Exposure to spare-parts or aftermarket selling preferred
Engineering background (Mechanical / Production) preferred

Who We Are

Milacron is a global industrial leader in the manufacturing and distribution of highly engineered and customized injection molding and extrusion solutions, and aftermarket parts and service for the plastics processing industry. The company's 1,900+ associates worldwide collaborate to serve a diverse range of end-markets, such as automotive, construction, medical, telecommunications, material handling, packaging, and much more. With expertise in plastics spanning nearly 60 years, Milacron holds longstanding relationships with more than 27,000 customers around the world. The original equipment provider of plastics manufacturing solutions is the largest US-owned and globally served of its kind. Headquartered in Batavia, OH, Milacron's global footprint is also serviced through regional facilities in Asia, Europe, and South America.

Eeo

The policy of Milacron is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity/expression or veteran status. We are committed to being an Equal Employment Opportunity (EEO) Employer and offer opportunities to all job seekers including individuals with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, email us at [HIDDEN TEXT]. In your email, please include a description of the specific accommodation you are requesting as well as the job title and requisition number of the position for which you are applying.

Parts Sales (New Aftermarket) - Pune