Job Purpose Managing large key accounts, responsible for sales, business development, pricing, relationship building to achieve profitable growth. Key KPIs will be Sales growth, Profitability, Winning new business, Gain market share, Build relationship at different levels including senior management of key account . Key Accountabilities Sales Revenue generation/ achievement and New Business Development Key Account Management for Engine OEM customers. In depth understanding of Key Accounts , understanding of decision makes , influences and ability to win . Maintain good Relations with Customers and update of Relationship Matrix. Query generation, coordinate with Design/AE for Solution, Idea screening submission Costing review, Price benchmarking data, pricing summary, Price updating formats. Quotation data bank. Quote/ offer submission, Negotiation/ Order receipt Customer folders maintenance, CRM and Sales Process implementations Business Wins, Contracts, Booking & coordination of inclusion in long term plan Setting escalators, negotiate price revisions/ Commodity and Exchange rate recoveries Eradication of Red Ink (-ve margin items) and Profit enhancement Coordination for SLOB reduction and inventory planning and Forecast reviews Achieving Profitability (GM%, SM%, NOP, DOP) for respective customer accounts Track opportunities, prepare opportunity pipeline based on White Space analysis. MIS data, collection of production data for OEM, analysis, SOB data generation, Sales Trend Analysis. Presentations Organize meetings with customers for initiation of business discussions. Business Plan/ Strategic Planning/ Updating of new projects in plan, Support in Planning Sales Promotion (Advertisement, Brand building), Marketing activities like organizing Tech Shows and participate in Aero Shows, Defense Expo. Coordinating with Finance & customer Support team & customers for support in Payment and C-Form collections Coordination with Customer Support for Order processing, Sales of parts, forecasting, on-time-delivery activities and overall customer satisfactions. Key Qualifications & Requirements Specific academic or professional qualifications/experience/competence necessary for this position Education Qualification: MBA (Preferred) Mechanical Engineering (Degree/Diploma) Technical Competence & Skills: Selling skills , passion for selling , Strong relationship building skills at different levels with key accounts Technical knowledge / Aptitude . Ability to demonstrate value to customers value selling Go getter, ability to win business independently. Good communication and presentation skills 7-12 years+ experience in working with Automobile OEM customers Good Computer/ software skills Leadership Competence: Self-starter with the highest degree of energy, self-confidence and integrity and the ability to perform well with-out daily supervision. Ability to handle pressures and working under pressure Multi-tasking ability Customer centric Relevant Experience: Sales and Marketing, customer handling
