Responsibilities
Account Management
- Relationship Building: Develop and maintain strong, long-lasting relationships with key national accounts at CXO level.
- Client Retention: Ensure customer satisfaction and retention by meeting the needs and expectations of key clients.
- Strategic Account Planning: Create detailed plans for each key account, focusing on long-term growth and profitability.
Follow National Key Account module, dashboard and execute Account plan, Opportunity plan to achieve KPI's.
Sales and Revenue Generation
- Sales Targets: Achieve or exceed sales targets set for the designated National key accounts.
- Cross-Selling and Upselling: Identify opportunities to sell additional products or services to existing clients to grow revenue.
- Forecasting: Provide accurate sales forecasts for the accounts under management.
Negotiation and Contract Management
- Contract Management: Oversee contract negotiations and ensure compliance with terms.
- Pricing Strategy: Develop pricing strategies in collaboration with the marketing and product teams to stay competitive while maximizing margins.
Collaboration and Communication
- Internal Coordination: Work closely with other departments such as marketing, customer support, product development, and logistics to deliver exceptional service to key clients.
- Team Leadership: Coordinate with the sales team to implement account strategies and support day-to-day operations.
- Reporting: Provide regular reports on account performance, sales activities, and opportunities to senior management.
Market Intelligence and Strategy
- Market Trends: Monitor market trends and competitors to understand industry dynamics and develop strategies to outperform competitors.
- Custom Solutions: Develop tailored solutions for clients that meet their specific business needs, integrating products and services accordingly.
- Product Feedback: Collect client feedback and communicate it to the relevant teams for continuous product improvement.
Problem Solving and Conflict Resolution
- Issue Resolution: Address and resolve any issues or challenges faced by the client, ensuring their concerns are dealt with promptly.
- Proactive Problem-Solving: Identify potential issues or risks to the account's health and proactively manage solutions.
Financial Management
- Profitability: Ensure that accounts are managed profitably, ensuring both customer satisfaction and strong margins for the business.
- Budget Management: Oversee the budget for key accounts and track expenses to maintain profitability.
New Business Development
- Lead Generation: Seek out new national account opportunities and bring in new business to expand the company's presence in the market.
- Presentations and Pitches: Lead the creation of proposals and presentations to win new business from strategic accounts.
- Lead EBR's ( Executive Business Reviews) with CXO of Key account organizations periodically.
Customer Service Excellence
- Service Delivery: Work with customer service teams to ensure seamless delivery of products or services.
- After-Sales Support: Provide ongoing support to key accounts after sales, ensuring smooth implementation and satisfaction.
Travel and On-Site Visits
- Client Visits: Regular travel to meet clients in person, ensuring face-to-face interaction and fostering strong relationships.
Key Skills & Qualifications:
- Sales Expertise: In-depth understanding of sales techniques, key account management, and sales cycle management.
- Negotiation Skills: Strong negotiation abilities to manage contracts and relationships.
- Analytical Skills: Ability to analyze data, forecast sales, and make informed decisions.
- Communication Skills: Excellent verbal and written communication skills to interact with clients and internal teams.
- Industry Knowledge: Deep knowledge of the industry and market trends relevant to the accounts managed.
- Problem-Solving: Ability to anticipate and resolve client issues and challenges efficiently.
- Leadership: Capacity to lead internal teams, including sales and support staff, to deliver on account goals.
Basic Qualifications
Education: Any graduate/post-graduate preferably Science
Required work experience:
- 10-12 years of experience in key account management or sales, preferably at a regional level.
- Proven track record of successfully managing large accounts and driving revenue growth.
Strategic Perspective:
- Provides innovative growth ideas.
- Collaborates well across PKI
- Develop Service coverage and sales plan (customers)
Preferred Characteristics
- Strong negotiation, communication, and presentation skills.
- Ability to build and maintain strong client relationships.
- Strategic thinking with the ability to analyze and act on data.
- Excellent problem-solving abilities and attention to detail.
- Proficiency in CRM systems and sales tools
