Job Purpose:

The Key Accounts Assistant Manager is responsible for managing and growing key client relationships across India. This includes identifying and engaging with important clients, creating strategies to expand the business, and coordinating with internal teams to ensure smooth operations. The role also focuses on building the company’s brand, staying ahead of competitors, and meeting business goals.

Qualification: Graduate / Masters (BCOM/ MCOM /MBA / B-Tech)
Proven experience in Contracts / procurement / legal departments. Should have worked in “BLUE-CHIP COMPANIES”

Experience: Minimum Experience: 6 - 7 years into Key accounts Management / Contracts Department.
Preferable from Elevator Industry, Building & construction sector –having holistic knowledge in Engineering discipline (not from construction products such as ceramic tiles, pipes, glass items, etc.,) Electrical contracting, HVAC (Heavy & Bulk materials)

Key Responsibilities:
Key Account Management

• PAN India Mapping: Lead the mapping and segmentation of key accounts, including builders, architects, consultants, turnkey contractors, and modern retail showrooms across different segments.

• Market Coverage: Establish target markets and areas, with a focus on geographical coverage (width and depth) across PAN India.
• Client Engagement: Build and maintain strong client relationships through consistent communication, including calling, emailing, and face-to-face meetings with key stakeholders.

Client Interaction and Relationship Building

• Client Communication: Manage calls, messages, and emails for appointment setting and relationship building with major accounts, ensuring effective follow-ups and client servicing.
• Meetings and Presentations: Plan and conduct regular meetings, presentations, and proposals with key accounts. Ensure ongoing communication through calls and meetings to track progress and close deals.
• Tender Management: Handle contract reading, tender study, and preparation of deviation sheets. Liaise with key clients on mutually agreed terms and conditions.
  Strategy Development
• Go-to-Market (GTM) Strategy: Develop and execute self-driven GTM strategies for key accounts, ensuring comprehensive meeting schedules and strategic planning.
• Competitive Targeting: Formulate strategies to target and acquire key accounts from competitors, including breaking into competition’s asset base.
• Market Penetration: Define and implement strategies for expanding the width and depth of account penetration across India.
  Leadership and Team Coordination
• Branch Coordination: Liaise with various branches for the execution of key account orders, including invoicing, AR (accounts receivable), and collections.
• Inter-departmental Collaboration: Coordinate with design, R&D, installation, maintenance, and finance teams at headquarters to ensure timely support and dossier preparation for key accounts.
• Manpower Management: Oversee manpower planning, training, and development across branches.
• Conduct recruitment and training for key account management teams, ensuring alignment with corporate strategies.
  Brand Building and Equity Establishment
• Brand Promotion: Establish and promote the brand through client visits, presentations, video conferencing, social and digital media engagements, factory visits, and thought leadership activities.
• Digital Marketing: Collaborate closely with the marketing team to roll out digital marketing strategies and social media campaigns targeting key stakeholders and HNI clients.
  Business Monitoring and Reporting
• Annual Operating Plan (AOP): Drive the achievement of annual targets and follow up on sales numbers in alignment with the AOP.
• Management Reporting & MIS: Ensure accurate and timely reporting for business growth and hygiene. 
• Implement effective MIS to support business reporting, performance tracking, and decision-making processes.
  Gap Analysis and Continuous Improvement
• GAP Analysis: Conduct periodic gap analysis to identify areas for improvement in key account strategies and market coverage.
• Actionable Strategy: Develop and implement strategies to bridge identified gaps and strengthen the brand equity and presence among key accounts across India.
  Project Mapping and Operational Support:
• Coordinating with customers for Mapping all upcoming Projects and reporting the same to HO KAM team. And Ensuring the Enlistment of Each Key account for every year.
• Studying the Tender documents and submitting the deviation to customer for approval and Negotiation to meet the Product standards, Payment terms and services provided by the Organization with mutual consent of HO KAM team.
• Executing and exercising interpersonal skills to acquire the projects and coordinate between customer and internal Departments for Fulfilling the required milestone (Pre and Post order conformation) and documentations, until the completion of the projects and collection of final payment.
• Escalating the Issues and Hurdles during pre and post order execution, which is deviating from the tender terms and organization policy, for mutual resolution with customer with due approval from Branch Manager or HO KAM team.
• Seeking guidance and support from Senior HOD, on timely basis before providing any written commitment to customers pertaining to project terms or tender terms.