Key Account Manager-Bangalore

Job Title: Key Account Manager – Industrial Lubricants (B2B)

Locations: Bangalore ,Hyderabad and Chennai

Industry: Industrial Lubricants / Petrochemicals

Role Objective

The Key Account Manager (KAM) will be responsible for driving profitable growth, volume expansion, and account penetration within a defined portfolio of strategic industrial customers. The role demands a technically strong, commercially sharp, and execution-focused professional capable of competing against multinational and leading domestic lubricant brands through application expertise, value-based selling, and disciplined account management.

Education & Experience

· BE / B.Tech in Mechanical / Production / Industrial / Chemical Engineering (mandatory).

· 5-8+ years of relevant experience in industrial lubricants, Cutting Tools, Industrial consumables or petrochemical B2B sales.

· Proven exposure to OEMs, MNC manufacturing plants, large industrial accounts, and channel-led sales models.

· Demonstrated success in handling trials, product conversions, and competitive replacements.

Core Competencies & Skills

· Strong understanding of industrial lubrication applications (manufacturing, automotive ancillaries, power, cement, metals, etc.).

· Ability to position products using Total Cost of Ownership (TCO), productivity improvement, and lifecycle cost benefits.

· Excellent technical diagnosis, problem-solving, and solution-selling capability.

· Strong commercial acumen covering pricing, margins, contracts, and collections.

· Proficiency in MS Excel, PowerPoint, CRM systems, and structured sales reporting.

· Effective communication skills to engage maintenance teams, production managers, purchase teams, and plant leadership.

Key Responsibilities

Key Account Ownership & Growth

· Own a defined portfolio of key and strategic industrial accounts, with full responsibility for volume, revenue, gross margin, and collections.

· Develop and execute annual account plans, aligned with customer agreements and company growth objectives.

· Identify upselling, cross-selling, and conversion opportunities to expand wallet share within existing accounts.

New Business & Competitive Displacement

· Proactively identify and develop new prospect accounts through market mapping, industry intelligence, and competitor analysis.

· Lead competitive product replacement initiatives, including technical comparisons, trials, and value justification.

· Systematically track competitor presence, pricing, and application strategies within key accounts.

Technical Selling & Application Support

· Act as a technical consultant to customers by understanding operating conditions, equipment, and lubrication challenges.

· Recommend appropriate products and solutions based on application study, OEM guidelines, and performance requirements.

· Plan, execute, and monitor product trials, application upgrades, and conversion programs in coordination with technical teams.

Customer Relationship Management

· Build strong relationships across shop floor, maintenance, production, QA, and procurement functions.

· Position the company as a solution partner, not merely a lubricant supplier.

· Document and communicate measurable customer benefits such as cost savings, equipment life improvement, and downtime reduction.

Channel & Internal Coordination

· Execute sales directly or through authorized distributors/channel partners, ensuring alignment on pricing, service, and coverage.

· Coordinate closely with supply chain, production, quality, and finance teams to ensure timely delivery and issue resolution.

Reporting, Governance & Compliance

· Maintain accurate records of account activity, trials, complaints, and resolutions in CRM systems.

· Prepare periodic sales forecasts, opportunity pipelines, and account performance reports.

· Ensure adherence to company policies on pricing, credit control, and compliance.

Key Performance Indicators (KPIs)

· Account-wise volume, revenue, and gross margin achievement

· New account wins and competitor conversions

· Trial-to-conversion success ratio

· Forecast accuracy and receivables performance

· Customer retention and account expansion

Ideal Candidate Profile

A hands-on industrial lubricant professional with strong application knowledge, disciplined account management skills, and the drive to win business from entrenched competitors by demonstrating superior technical value and commercial credibility.