Head - Regional KAM (South & West)

JOB PURPOSE

Lead business development, key account management & customer relationship management for the North regions; Develop business opportunities and lead business generation activities; Ensure a smooth raw material back-to-back process and resolution of customer issue escalations; Take steps to maintain agreed share of business with customers.

PRINCIPAL ACCOUNTABILITIES

1. Sales planning and review

Participate in the business strategy and planning meetings of Varroc business to understand their priorities and derive imperatives for own region

Prepare forecasted sales figures for the next 1-2 years based on discussions with other BD heads, inputs from team, growth adjustments, potential opportunities and customers, etc. and share with corporate finance and respective BU finance

Gather market intelligence and understanding of customer plans for future growth / business plans and incorporate in own planning for the region

Lead fortnightly BU wise reviews with own team with a focus on ongoing BD activities with new and existing customers; Review the RFQs of new customers to drive focus

Oversee preparation and sharing of detailed management reporting for reviews including aspects such as sales revenue outlook for the month, by customer and overall North region, actual current vs. past month sale; actual vs. target sales, outlook for coming month

2. New business acquisition

Prepare plans and lead execution of activities for new business acquisition and new business generation for new and existing customers, including RFP release, relationship building at senior levels, etc.

Lead sales pitches to existing customer for other products

Jointly, with RnD and BU Heads, make sales pitch to new customers such as Tata Motors, MG Motors, etc.

3. RFQ and program management

Engage with customers on a continuous basis, and identify and build relations with key senior stakeholders, along with the KAM teams

Evaluate and provide perspective on commercials before sharing of quotes with customers

Review cost with the team, quote and negotiate with customers; Work with individual business units and their program management teams on development/ pricing and further negotiating with customers; Involve BU Heads for strategic calls with respect to business acquisition

Incorporate and pass on the input from customers on prices, process cost, tooling cost, overall cost, etc.

4. Share of Business management

Constantly monitor share of business from customers and track deviations to defined SOB agreements with customers, especially the large volume 2W buyers

Escalate deviations to senior level stakeholders at customers side and take steps to ensure business is awarded in line with agreed SOB quantities

5. Customer escalation and relationship management

Anticipate and resolve escalated issues from Key Account Managers such as supply issues, quality, commercial related issues, etc. such that impact on PnL is minimized and relationship is not compromised; Seek alignment with BU finance and BU Head as needed for PnL impact

Prioritize resolution of supply issues, and seek support from BU Head as needed, to satisfy the customers and their demands

Guide / mentor the regional BD team to better handle and manage customer issues and direct them on relationship management

On an ongoing bases, build and maintain customer relationships, provide comfort and solutions to their issues through interpretation of larger issues; Recommend solutions based on long term perspective / customer strategy and persuasion required at BU level

6. RM back to back process management

Recommend an effective formula for price increase to pass on to the customers, and engage with key stakeholders to obtain the same

Establish and lead execution of strong mechanism for raw material back to back process with customers, especially with those customers where there are process gaps

Ensure PO adjustments in line with formulas set up with customers and pass on to suppliers as well

7. Team development

Participate in recruitment process to identify the right talent across positions within the function

Establish individual performance expectations and regularly review individual performance of the team

Identify and create development opportunities for team members to enhance functional knowledge

QUALIFICATION

Basic Qualification BE / B. Tech.

MBA in Sales / Marketing would be preferential

WORK EXPERIENCE

Minimum 18-20 years of experience with deep expertise in Sales / BD / KAM

Strong exposure of working with a Tier 1 Auto Company & engaging with OEM Customers for Sales / BD in the 2W/3W/4W segments

Strong exposure in Electrical / Electronics, EV, Lighting, Polymer / Plastics and Metallic products / components

Experience of handling and managing a team

At least 5-7 years of experience in a leadership position