Search Centre is looking for a KAM for the Lightening Division of a diversified FMCD organization headquartered in Kolkata West Bengal. A leader in it space, they are going in for product expansion and Professional Lightening is one of the verticals. Major Areas of Responsibilities & Authorities 1. Mapping of Customers assigned to engage in Reach & extraction of Revenues from those accounts. - Mapping of customers to ensure Reach/ Extraction & building Strong funnel pipeline to support Rolling forecast in revenue generation for the accounts Assigned. - Frame strategies to increase Share of Wallet from assigned set of accounts. - Formulate core strategies from HPLS (High Potential Low Share) from the list of accounts assigned. - Design Engagement programs for Strategic accounts involving different stake holders internally. 2. Driving Specification Sales in Key accounts - Engage in Driving differentiation in our offerings to create an edge over competition. - Creating marquee projects to create unique Case studies with the completed projects – including customer testimonials etc. - Drive for New Product introduction through consultative approach and out-side in perspective from end users/ consultants. 3. Customer Satisfaction & Profitability - Forecasting from the funnel conversion to improve on the delivery timelines to support customer requirements - Ensuring no addition in FG stocks - Maintain NPS scores at customer level. 4. Channel Management & Trainings - Actively drive the channel to - Promote best practices in the team by way of cross learnings and sharing of success stories with in team - Actively drive the team to work around the guiding principles of the organization Channel Management & Trainings - Actively drive the channel to - Promote best practices in the team by way of cross learnings and sharing of success stories within team - Actively drive the team to work around the guiding principles & Values of the organization. Qualifications A Graduate BTECH is a very essential qualification. MBA Marketing is a desired qualification with -15-20 years of experience in any industry handling electrical equipment (Switchgear / cable / LT panel / Light). At least 5 years of Key Account Role in the segment with experience in handling team/ Complex projects and CXO level connect. Exposure to project sales is a must. Should have excellent communication skills, team handling, team player. Good knowledge of the market, product and commercial knowledge. Those interested in the position may forward their resume directly to hrd@searchcentreindia.com Show more Show less
You are required to lead the Key Account Management for the Lightening Division of a diversified FMCD organization based in Kolkata, West Bengal. As a Key Account Manager, your role involves the following responsibilities and authorities: - Mapping customers to ensure Reach/Extraction and building a strong funnel pipeline to support rolling forecast in revenue generation for the assigned accounts. - Formulating strategies to increase Share of Wallet from the assigned set of accounts. - Developing core strategies focusing on High Potential Low Share accounts. - Designing engagement programs for strategic accounts involving different stakeholders internally. Additionally, you will be responsible for driving Specification Sales in Key accounts by: - Creating differentiation in offerings to gain a competitive edge. - Generating unique case studies with completed projects, including customer testimonials. - Introducing new products through a consultative approach and outside-in perspective from end-users/consultants. Your role also includes ensuring Customer Satisfaction & Profitability by: - Improving delivery timelines based on funnel conversion forecasts to meet customer requirements. - Preventing additions in Finished Goods stocks. - Maintaining Net Promoter Scores (NPS) at the customer level. In terms of Channel Management & Trainings, you will be expected to: - Promote best practices within the team through cross-learning and sharing success stories. - Encourage the team to align with the guiding principles and values of the organization. Qualifications required for this position include: - A Graduate BTECH degree is essential. - An MBA in Marketing is a desired qualification. - 15-20 years of experience in any industry handling electrical equipment (Switchgear/cable/LT panel/Light), with at least 5 years in a Key Account Role. - Experience in handling teams, complex projects, and CXO level connections. - Exposure to project sales is necessary. - Excellent communication skills, team management capabilities, and being a team player are essential. - Proficiency in market knowledge, product knowledge, and commercial understanding are required. If you are interested in this position, please forward your resume directly to hrd@searchcentreindia.com.,
ABOUT THE COMPANY : OUR CLIENT IS ONE OF THE LARGEST PAINT COMPANIES IN INDIA AND THE 14TH LARGEST IN INDIA WITH FACTORIES IN INDIA AND ABROAD. DESIGNATION; GENERAL MANAGER PROTECTIVE COATINGS. QUALIFICATIONS; Postgraduate in Chemistry or Graduation in Engineering (Chemical/ Mechanical/ Civil) MBA : Sales and Marketing EXPERIENCE; 18-25 YEARS OF EXP ADDITIONAL REQUIREMENTS; · Willingness to travel as needed to meet with clients Familiarity with the regional industrial markets preferred KEY RESULT AREA: · Develops and drives the sales strategy for the Government, direct industrial, contractor and fabricator segment and dealer channel in line with the organizational objectives and the Protecton business plan. · Manages and achieves sales volume, value and growth targets of an entire state or multiple depots within a state. · Designs and implements effective trade schemes to drive product sales. · Tracks competition activities and local market trends and adopts appropriate interventions in the market to counter the same. · Expands the industrial footprint of the organisation in the market by continuously developing and cultivating new customers (Dealers / Fabricators/ Contractors/ PEB/ Facility Owners). · Maintains productive customer relationships in all projects and maintenance accounts through continuous engagement with key clients and speedy resolution of issues. · Leads and mentors a team of Business Development Managers, Key Account Managers, Divisional Sales Managers, Area Sales Managers, Sales Supervisors, Technical Service Officers, Concrete Technologists and Technical Sales Officers in pursuit of the above objectives. C OMPENSATION: WILL COMENSUERATE WITH EXPERIENCE. THOSE INTERESTED MAY MAIL THEIR RESUMES DIRECTLY TO hrd@searchcentreindia.com