Regional Account Manager - Chennai

About the Role:

• The Regional Account Manager is responsible for managing the Tier-2 customers for the

assigned location. He is responsible for managing the entire life-cycle of the existing

customers of the sector assigned and winning new ones, individually taking responsibility

for the top customers and prospects.

• The incumbent will report to the Vice President Customer Experience. The incumbent will

have to work as part of a multi-functional team and this involves collaboration with the

internal team and external stakeholders.

Job Responsibilities:

• Responsible for meeting or exceeding sales targets as per assigned key accounts. By

delivering value and aligning his offerings with the client's business objectives, he should

contribute significantly to the company's overall sales success.

• Driving revenue growth in assigned key accounts. This involves identifying upselling and

cross-selling opportunities within key accounts, introducing new products or services, and

exploring ways to increase the client's portfolio within the organization.

• Networking with key customers to identify and address specific needs related to business

development and service improvement. The primary objective of a KAM is to ensure the

utmost satisfaction of key clients. By understanding their needs, providing exceptional

service, and promptly addressing any concerns, aim to foster long-term relationships that

lead to client retention and loyalty.

• Developing and executing strategic account plans is an essential objective. These plans

outline the steps he will take to achieve mutual goals, such as revenue growth, customer

satisfaction, and market expansion.

• Being the voice of the customer within the organization is a critical objective. By effectively

communicating to the client's needs, challenges, and feedback to relevant teams, he should

advocate for improvements and tailor solutions that enhance the client experience.

• He should identify and manage potential risks within key accounts. This involves

proactively addressing issues that may arise and developing contingency plans to minimize

negative impacts on the client relationship.

Keeping abreast of industry trends, market dynamics, and competitor activities. This

objective allows him to identify opportunities and potential threats, ensuring the

incumbent stays one step ahead in client interactions

• Directing the conceptualization & implementation of competitive strategies for driving

profitable business volume and strategic objectives in assigned accounts

• Collaboration with various internal teams, including marketing, product development, and

customer support, is essential. The objective is to ensure seamless service delivery and a

unified approach to meet client needs effectively.

Key Result Areas:

• New business development. Build a healthy pipeline of Tier-2 customers and work to a plan

to get them on board.

• Generate new sales from existing and new customers as per the Monthly, Quarterly and

yearly target

• Meet the customer acquisition target of 100%
• Retention of assigned regional accounts of 95% +
• On-time customer contract renewal of 100%
• Price increase from existing customers of 10%
• Manage collection and DSO as per targets set
• Generate farming business from existing and new customers as per the Monthly, Quarterly

and Yearly target set

Competencies (Skills essential to the role):

• Strong interpersonal skills.
• Excellent Customer Relationship management skills
• Collaborative leadership style
• Excellent interpersonal skills
• Problem-solving and analytical skills
• Proven track record of customer management and business development
• Ability to work with cross-functional teams

Educational Qualification / Other Requirement:

• Bachelors Degree (or its equivalent) with overall experience of at least 8 to 10 years across

front-line B2B sales, Account Management

• Fair knowledge of the geography in which the position will be based
• Good working knowledge of MS Office

What can you expect from RPCI?

Our values lie at the core of our mission and vision. We believe that its our people who

make our company what it is. We believe in:

• Service
• Relationships
• Teamwork
• Responsibility