Key Accounts Manager

Department:

Business

• Achieve topline segment wise for Relstar Sales in assigned Geography
• Building the distribution network and ensuring a good ROI for the
• Make our channel partners stronger by creating demand for Relstar in market and providing inputs for formulating business strategy.
• Manage, Guide and ensure results from distributors /promotors.
• Implement modern trade like E commerce in Field

Network/ Market development

• Plan for appointment of distributors as per state business plan
• Scout for Direct customers/transporters/Industrial customers and initiate supplies with the policy framework of RBML
• Meet the topliner in the assigned geography
• Implement HO initiatives in the assigned geography
• Track Penetration of Relstar in unrepresented areas and dealer retention. Identify reasons for low retention and assist state team in improving the dealer retention.
• Handle lube related customer

• Conducting product-training programs for the channel partners and their sales team on lubricant product knowledge, process knowledge, market and competitive environment knowledge and selling skills.
• Ensure all new DSRs are trained after joining and also train them at least once a

• Monitor performance of distributors (distributor performance assessment report) and assist them with market understanding, pricing, schemes, and technical support and motivate them through appropriate schemes & incentives to increase volumes.
• Review periodically the return on Investment of the distributors and suggest ways to improve the same.
• Monitoring of 3rd party product promoters, in order to ensure they deliver desire

• Coordinate with state sales team to conduct Various Demand generation activities, wall shutter paintings, and outdoor activities to improve awareness of Relstar.
• Implement Mechanic Loyalty program through Distributors
• Monitor track that the DG and WSP activities are being conducted as per
• Evaluate, selectively, the results of the DG activities at the locations where these are
• Taking feedback and Learning on DG activities from Distributors and communicate it to HO for improvement

• Analyse and review the competitors activities / market response / trend and communicate the same to head office for coming up with new business strategies to increase the market
• Keep track of competitor pricing, schemes and competitiveness of our prices benchmarked to the brands aligned with our positioning.
• Continuously keep updated on the market developments
• OEM Changes in the lube specs/requirements
• New products/pack development by competition and which customer segment is
• Marketing efforts and focus areas by competition on a continuous basis
• Changes in the market on product mix and product up gradation
• New emerging value-added services being offered in the market (Total Fluid Management, Waste oil buy back, quick lube changes, pricing etc)
• Other promotional strategies being adopted in the market by the lube

Education Requirement

• E / BTech/MBA/PGDM

Experience Requirement

• 05-06 Years of experience
• Sales experience in Lubricant companies/Oil & gas industry

Skills & Competencies

• Leadership and communication skills
• Negotiation skills
• Focusing on Goals
• Optimisation of available resources
• Analytical thinking and problem-solving ability
• Working in different environment / culture
• Self-motivated, Excellent interpersonal and Team building skills