Senior Manager - KAM Sales

Role & responsibilities

Process Excellence Account Management • Serve as end-to-end point of contact for key accounts from pitching to order fulfilment, and collection • Manage a portfolio of key accounts allocating time & resources as appropriate to maximize profitability from these accounts in supervision of Head KAM • Study and understand specific client context, needs and requirements • Prepare sales plans and strategy for targeted key accounts basis market/ business intelligence • Support development of pricing/ promotional strategies for key accounts in coordination with category heads and sales excellence team • Promptly respond to and resolve customer grievances and concerns • Create account plans annually and update quarterly; understand competition presence accounts and create share improvement plans • Prepare performance updates for monthly reviews with Head of Key Accounts and NSH Business Development • Support development and drive implementation of account acquisition plan • Coordinate with zonal heads and branch managers to identify new key accounts and opportunities • Benchmark and evaluate new potential key accounts and opportunities observed in the market/ competitive environment; Ensure strong referrals from existing key accounts • Drive development of effective sales presentation and pitches in coordination with design and marketing team to ensure account conversion, onboarding and retention • Support pricing/ promotion strategies for new key accounts in coordination with category head and sales excellence team Influencer Management • Serve as an end-to-end point of contact for the key influencers Architects, Interior designers etc. • Provide inputs in to sales excellence and category heads for development of influencer loyalty programs and campaigns for key influencers; Drive implementation of programs and campaigns for key influencers and accounts • Identify and build long lasting relationships with prominent key influencers; Ensure strong referrals to key accounts from influencers .

Operations • Coordinate with zonal heads and zonal sales teams to ensure assistance in serving key accounts in respective zones • Liaise with planning & logistics head to drive final dispatch & logistics to key accounts; Ensure OTIF • Support forecast of annual sales potential for key accounts basis market observations and data • Monitor and Track sales performance against planned on a periodical basis for named list of accounts Customer Centricity Customer Experience and Acquisition • Support development of innovative products for the key accounts basis market/ business intelligence and feedback from key accounts • Identify and co-ordinate the prompt resolution of service problems with key accounts; Ensure superior experience for key accounts • Take a people approach to develop long lasting relationship with key accounts and stakeholders People Ensure staff development • Guide and monitor performance of direct reports, providing timely feedbacks • Support the identification of training and development needs in collaborations with sales excellence head • Determine and communicate staffing needs to HR, interview candidates as necessary Digital First • Leverage analytics to analyze market data and trends to forecast account potential for key accounts • Using market data and customer needs, customize product portfolio for specific pitch for key accounts • Monitor sales performance along key KPIs, proactively highlight issues, ensure resolution • Leverage digital tools to effectively manage and track new leads and opportunities • Update CRM for all opportunities and account engagement plans

Preferred candidate profile

• 12-15 years of total working experience, ideally in sales and marketing • 5+ years in key account management leadership roles with a large multi-product/ BU company • Ideally experience setting up, developing and leading a key management team • Strong leadership, communication and stakeholder management skills • Clear understanding the relevant market; Strong data a