Lead Key Accounts

Purpose/Objective

Role Purpose The Lead – Key Accounts (HO) is responsible for driving strategic engagement, performance, and profitability across national and regional key accounts as defined by the National B2B Head. This role ensures seamless coordination between clusters, regions, and central teams to enhance customer relationships, improve share of wallet (SOW), optimize receivables, and deliver superior service and satisfaction levels to key institutional customers. The incumbent will play a critical role in strengthening long-term partnerships and ensuring consistent alignment with the organization’s B2B strategy and governance framework.

Key Responsibilities of Role

Key Responsibilities - Key Account Ownership & Relationship Management- Serve as the single point of contact for all issues, opportunities, and escalations pertaining to national and regional key accounts. - Ensure consistent and structured engagement with CXO and senior stakeholders of key accounts to build trust and partnership. - Coordinate with regional and cluster B2B teams to ensure customer requirements are met in a timely and efficient manner. - Manage periodic business reviews with key accounts to monitor satisfaction, resolve issues, and identify growth opportunities. - Business Growth & Share of Wallet (SOW)- Identify and implement strategies to increase SOW in key accounts through cross-selling and solution-based selling. - Develop tailored engagement plans, commercial offers, and pricing strategies in collaboration with sales, marketing, and S&P teams. - Track and analyze key account performance metrics, ensuring sustained revenue growth and profitability. - Drive key account-level innovation by promoting solutions, value-added services, and product differentiation. - Receivables & Commercial Governance- Drive accountability for outstanding collections and ensure timely closure of all receivables in line with agreed terms. - Monitor and manage Days Sales Outstanding (DSO) and ensure adherence to company credit policy. - Collaborate with finance and commercial teams to minimize disputes and ensure transparent documentation and reconciliation processes. - Strengthen commercial discipline across all key accounts to ensure zero leakage and full compliance. - Coordination & Cross-Functional Synergy- Work closely with regional and cluster sales teams to resolve key account-specific operational challenges. - Collaborate with supply chain, logistics, marketing, and finance teams to ensure on-time delivery, quality service, and commercial compliance. - Facilitate smooth coordination for national project accounts spanning multiple regions. - Represent the key account perspective in internal strategy discussions and policy formulations. - Customer Experience & Retention- Institutionalize a Key Account Service Framework to improve responsiveness, reliability, and customer satisfaction. - Conduct regular feedback and engagement surveys to assess customer sentiment and take corrective actions. - Monitor and ensure high Net Promoter Scores (NPS) for all key accounts through proactive engagement and service excellence. - Digital Enablement & Reporting- Leverage CRM, analytics, and digital dashboards to track account performance, order status, receivables, and customer feedback. - Drive adoption of digital tools across key account managers and ensure real-time visibility of data and decision-making. - Present periodic performance dashboards and reports to the National B2B Head and senior leadership.

Technical Competencies

Enterprise Key Account Management & CXO Engagement,Commercial Governance & Receivables Control,Data-Driven Sales Operations (CRM & Analytics),Cross-Functional Orchestration (Supply Chain & Delivery Assurance)

Qualifications and Experience

Required Qualifications & Experience - 15+ years of experience in B2B or institutional sales, preferably in cement, construction materials, or allied industries, with minimum 3–5 years managing national or regional key accounts. Proven track record in customer relationship management, commercial governance, and digital tools adoption. Educational Background - B.E./B.Tech with MBA (preferred in Marketing, Sales, or Operations) Years & Type of Experience - 15+ years of experience in B2B or institutional sales, preferably in cement, construction materials, or allied industries, with minimum 3–5 years managing national or regional key accounts. Proven track record in customer relationship management, commercial governance, and digital tools adoption.