Key Account Manager

Position Summary:

The Business Development Manager will be responsible for driving business growth for the Cleaning & Workspace Safety vertical in India. The role involves promoting 3M's brand experience across FM companies, building service contractors, QSRs, hotels, and commercial properties. The person will identify key stakeholders, understand customer pain points, propose innovative solutions, expand the customer and channel base, and promote new products while maintaining key account relationships.

Key Responsibilities:

Key Account Management

• Develop and manage customer relationships by demonstrating a customer-first approach.
• Understand customer priorities and align 3M solutions to solve business problems.
• Build long-term connections with stakeholders at multiple levels.

Driving Specification

• Work as a consultant with FM companies, QSRs, and end customers to incorporate 3M specifications into annual tenders and contracts.
• Map decision-makers, establish relationships, track competitor activity, and engage segment partners to quote 3M products.
• Formulate pricing strategies to determine margins at different levels.

Pipeline Management

• Manage accounts, leads, opportunities, revenue schedules, and call logs using SFDC.
• Ensure accurate pipeline tracking and timely follow-up on opportunities.

Collaboration & Marketing Support

• Collaborate with marketing and technical teams to execute campaigns and programs.
• Convert leads into opportunities and sales.
• Plan technical training programs to enhance customer loyalty, develop new applications, and penetrate new segments.
• Understand product features, advantages, and benefits (FAB) to drive value-based selling.

Qualifications & Experience:

• MBA with proven sales track record.
• 57 years of experience in core sales.
• Strong understanding of the cleaning business and related stakeholders.
• Experience handling dealers/distributors is an added advantage.
• Proven experience in conducting seminars/product demonstrations for large customer gatherings.
• Experience in concept selling and specification incorporation.