Job
Description
Key Responsibility Areas (KRA) framework for a Key Accounts Manager (KAM) in the Construction Chemicals Projects Division: 1. Revenue and Sales Targets Achieve and exceed the sales targets for assigned accounts and regions, contributing to overall business growth. Increase market share by identifying and closing new business opportunities in key projects. Manage pricing strategies and margins to meet profitability goals. 2. Key Client Relationship Management Build and nurture long-term relationships with key stakeholders (e.g., contractors, consultants, architects, project managers) in large construction projects. Act as the primary point of contact for key accounts, ensuring high levels of engagement and satisfaction. Develop strategic account plans, focusing on customer needs, pain points, and future project pipelines. 3. Project Acquisition and Pipeline Development Identify high-potential construction projects and drive efforts to get products specified and approved. Engage with project developers, specifiers, and influencers to ensure company products are considered for major projects. Continuously track the progress of projects from the tender stage to execution, ensuring a proactive approach to project wins. 4. Collaboration for Solutions Delivery Work closely with the technical team to ensure product compatibility and customisation based on project requirements. Facilitate smooth coordination between internal teams (sales, technical, logistics) to ensure on-time product delivery and service. Address client needs through a solutions-based approach, positioning the company as a trusted advisor for technical challenges. 5. Client Satisfaction and Issue Resolution Maintain high levels of customer satisfaction by resolving client issues quickly and effectively. Oversee post-sales service, ensuring that product performance and application meet client expectations. Manage any product complaints, warranty claims, or quality concerns in coordination with the technical and quality teams. 6. Market Intelligence and Competitor Analysis Gather insights on market trends, new construction projects, and competitor activities to adjust strategies accordingly. Share feedback on market needs and emerging trends with the product development team for future innovation. Maintain a database of upcoming projects, key clients, and competition strategies to stay ahead in the market. 7. Reporting and Performance Tracking Provide regular reports on key account performance, sales forecasts, and market conditions to senior management. Track key metrics like revenue growth, client retention, number of projects won, and client satisfaction levels. Implement corrective actions in case of any deviation from set targets. 8. Contract Management and Risk Mitigation Negotiate favourable terms and conditions for contracts and ensure they are aligned with company policies and profitability targets. Manage contract renewals and extensions, ensuring all obligations are met on time. Identify risks related to client relationships, project execution, and financial exposure, and develop mitigation plans. 9. Business Development Initiatives Contribute to the identification of potential new clients and sectors for growth. Collaborate with marketing to promote products and services through presentations, events, and customer engagement activities. Lead cross-selling efforts with other divisions to offer comprehensive solutions to key clients. Team Management
