Company : Glass Packaging Company
Position : Key Account Manager
Job Location : Haryana & Bangalore
Reports to: Zonal Sales Head
Core Job Responsibilities
The Key Account Manager is responsible for driving profitable growth and building long-term strategic partnerships with large B2B customers across segments such as Alcohol, FMCG, Food & Beverage, and Pharma. The role focuses on revenue expansion, margin enhancement, contract stability, demand visibility, and strong cross-functional alignment to deliver sustainable business growth.
Key Responsibilities
- Revenue & Growth Management
- Own end-to-end commercial responsibility for assigned large accounts.
- Drive revenue growth, volume expansion, realization improvement, and contribution margin enhancement.
- Develop and execute structured account plans to increase share of wallet and portfolio penetration.
- Identify and drive new product introductions (NPD), premiumization, and value-added opportunities.
2. Commercial & Contract Management
- Lead negotiations for annual rate contracts and long-term supply agreements.
- Structure escalation clauses, renewal mechanisms, and pricing frameworks aligned with input cost movements.
- Ensure high percentage of business under long-term contracts to improve revenue visibility.
- Monitor contract compliance and manage commercial risk proactively.
3. Strategic Relationship Management
- Build strong relationships with CXOs, procurement heads, and supply chain leaders at customer organizations.
- Conduct structured quarterly/monthly business reviews to drive transparency and growth alignment.
- Position the company as a strategic partner rather than a transactional supplier.
- Cross-Functional Alignment
- Collaborate closely with plant operations, production planning, and supply chain teams to ensure capacity alignment and service reliability.
- Coordinate with quality and technical services teams to address product specifications and performance requirements.
- Align forecasting with S&OP processes to improve demand visibility and reduce volatility.
5. Commercial Governance & Performance
- Monitor contribution margins, realization, and price discipline.
- Track DSO and support working capital optimization.
- Analyze competitive activity and proactively defend key accounts.
- Mentor and guide junior KAMs across the zone.
Candidate Profile
- MBA (Mktg) with 10–15+ years of experience in B2B sales, preferably in glass, packaging, FMCG inputs, or industrial manufacturing.
Strong experience managing large strategic accounts.
- Proven track record of negotiating long-term contracts.
- Strong understanding of manufacturing environments and supply chain dynamics.
- Competencies required: Strategic Account Management, Commercial Negotiation, Relationship Building (CXO Level), Financial Acumen (Margin & Realization Focus), Cross-Functional Leadership, Analytical & Forecasting Skills
Contact
Rina Arun
+91 9904322770
[Confidential Information]
