Strategic Account Manager (STAM) / Key Account Manager (KAM)

USD 4.8 Billion global manufacturing group

Strategic Account Manager (STAM) / Key Account Manager (KAM)

Department: Sales and Marketing

Location: Kolkata

Reporting To: Regional Sales Head - East

Job Grade: Dy. Manager

Product Category to handle: Cable Accessories/Insulators & Protectors/Connectors & fittings/Electrical safety products.

Job Purpose

To manage and grow key strategic customer accounts by building long-term relationships, ensuring customer satisfaction, and achieving sales, order booking, and collection targets. This role requires a strong technical understanding of products and a strategic approach to account management, ensuring business growth and customer intimacy.

Key Responsibilities

• Manage assigned strategic/key accounts to achieve sales growth and customer retention.
• Meet or exceed Net Sales, Order Booking, and DSO (Days Sales Outstanding) targets.
• Foster strong client relationships and ensure contract compliance.
• Partner with technical, pricing, and supply chain teams to offer customer-specific solutions.
• Identify and act on cross-selling and up-selling opportunities.
• Maintain CRM records, customer activities, and pipeline data with accuracy.
• Lead price negotiations, including seeking approvals as per Delegation of Authority (DOA).
• Conduct competitive benchmarking and analyse market trends.
• Ensure customer satisfaction through consistent engagement and technical support.
• Coordinate internally to deliver timely and effective solutions tailored to customer needs.

Competencies

Functional Competencies:

• Key Account Management
• Contract Negotiation
• Technical Sales
• CRM Tools (e.g., Salesforce)
• Pricing & Commercial Strategy

Qualifications & Experience

• Education: B.E./B.Tech in Electrical or Mechanical,
• Preferred: MBA in Marketing or Sales

• Experience: 812 years in industrial/B2B sales with a minimum of 3 years in key account or technical account management

• Certifications: Sales or CRM-related certifications (preferred)

Reporting Structure

• Reports To: Regional Sales Manager / EPD Division Head / Global Sales Head
• Direct Reports: None / May oversee Sales Engineers (as applicable)
• Internal Stakeholders: Product Management, Pricing, Supply Chain, Finance, Customer Service