Job Opening || Key Accounts Manager - Key Accounts @Varroc Pune

Role & responsibilities

JOB PURPOSE

To drive revenue growth, build strategic customer relationships, and secure new business opportunities from assigned key OEM customers. The role manages RFQ/RFP cycles, supports business planning, drives cross-functional collaboration, and ensures the companys share of business is sustained and expanded in India.

1.

1.

• Build strong, long-term relationships with key OEM / Tier-1 customers across Purchase, R&D, Quality, SCM and Program teams.
• Develop customer-specific growth strategies aligned with company objectives and roadmaps.
• Maintain continuous engagement with customer stakeholders to identify new programs, technology adoption areas, and business expansion potential.

2.

• Identify new markets, new platforms, and emerging business opportunities.
• Conduct research on potential customers, market requirements, competitor offerings, and technology trends.
• Establish rapport with new leads, schedule meetings, and explore new business possibilities.

3.

• Lead the complete RFQ/RFP process including:
  Requirements analysis Costing & estimation Pricing decisions Business case preparation Proposal submission
• Coordinate internally with BD Head, BU / Vertical Head, Plant Heads, Engineering & Costing teams to ensure accuracy and timeliness of proposals.

4.

• Understand the strategic focus of each Business Unit/Vertical (BU) and align customer initiatives to their technology and capacity roadmaps.
• Support BU/Vertical Heads in building their India customer development strategies.

5.

• Proactively identify improvement ideas for customer satisfaction, cost optimization, product enhancement, and technology adoption.
• Liaise with internal stakeholders and leadership to develop customer-specific solutions and new project proposals.

6.

• Drive cross-functional teams (Technical, Quality, SCM, Finance, Projects) to ensure execution of customer commitments and timely SOP launches.
• Conduct technical meetings, program reviews, and customer presentations.
• Facilitate plant visits, audits, and technical discussions.

7.

• Gather and analyze data on competing products, technologies, cost structures, market size, and customer preferences.
• Monitor raw material price trends and ensure PO amendments are updated as per agreed indices.

8.

• Create and maintain updated sales, revenue, and market forecasts.
• Prepare annual sales budgets and rolling 35 year growth plans.
• Maintain dashboards for pipeline tracking, sales performance, and customer scorecards.

9.

• Track and maintain the companys Share of Business with each OEM customer.
• Develop plans to retain and grow SOB on new vehicle platforms and model cycles.

• Networking & External Representation

• Build a networking strategy to enhance visibility and acquire new customer contacts.
• Represent the company in industry events, conferences, trade fairs, supplier meets, and technical seminars.

Preferred candidate profile

a) Qualifications

• Minimum Qualification required: BE/BTech- Mechanical/Automobile
• Qualifications preferred: MBA

b) Work Experience

• Minimum 7-12 years of experience in Automotive Tier-1 business development, key account management, or sales
• Experience and proven record of RFQ/RFP management, program acquisition, customer handling, automotive component cost structures