Key Accounts Manager

Key Accounts Manager (OEM / Industrial IoT) Sales

Who We Are

At Tor.ai Limited, we work in Industrial IoT, connected devices, AI-driven applications and analytics-led industrial solutions. Our product portfolio includes Industrial IoT gateways, telematics devices, controllers, sensors, multi-function meters, monitoring devices, edge devices and connected industrial solutions used for equipment monitoring, remote diagnostics, asset monitoring, energy monitoring and industrial data visibility.

About the role

We are looking for a sharp, presentable and result-oriented Key Accounts Manager (OEM / Industrial IoT) Sales to manage and grow OEM, industrial and strategic accounts while also driving new business, upselling, cross-selling and repeat revenue.

This is a frontline sales + key account management role. The candidate must be able to independently handle customer meetings, understand technical product applications, build long-term relationships, identify account-mining opportunities, negotiate commercially and own the complete sales cycle up to PO closure and payment follow-up.

Key Responsibilities

• Key Account Management: Manage, retain and grow assigned OEM, industrial and strategic accounts through structured engagement, relationship building and account reviews.
• Account Mining & Revenue Growth: Identify repeat business, upselling, cross-selling and new application opportunities across Tor.ai product verticals.
• New Business Development: Generate new opportunities through customer visits, market mapping, referrals, lead generation, industry networking and structured follow-ups.
• End-to-End Sales Ownership: Own the full sales cycle from prospecting, requirement understanding, customer visit, product pitching, techno-commercial discussion, negotiation, PO closure and payment follow-up.
• Technical Solution Selling: Understand customer applications and map them to Tor.ai products such as Industrial IoT gateways, telematics devices, controllers, fuel sensors, water sensors, multi-function meters, monitoring devices and connected industrial solutions.
• OEM Stakeholder Management: Build relationships with OEM stakeholders, engineering teams, R&D teams, plant teams, maintenance teams, purchase teams, service teams, project teams and senior decision-makers.
• Commercial Ownership: Prepare quotations / techno-commercial proposals, negotiate commercials within approved guidelines, track PO release, invoicing, dispatch and payment realization.
• CRM & Reporting: Maintain account plans, opportunity trackers, customer visit reports, CRM updates, sales pipeline, forecasts and next-action plans.
• Internal Coordination: Work closely with product, engineering, implementation, support, operations, quality and finance teams for smooth execution after order closure.
• Travel: Travel as required for customer meetings, account reviews, demos, PoCs, site visits, negotiations and sales closure.

Mandatory Requirements

• B.E/ B.Tech is mandatory. Electrical, Electronics, E&TC, Instrumentation, Mechatronics or Mechanical Engineering preferred.
• Minimum 5+ years of experience in B2B sales, industrial sales, OEM sales, key account sales, business development or technical product sales.
• Prior experience in Key Account Management with sales ownership is required.
• Prior experience in selling technical / industrial products or solutions is required.
• Strong exposure to customer-facing sales, customer visits, product presentation, techno-commercial discussion, negotiation, commercial closure, PO follow-up and revenue ownership.
• Strong experience in account mining, upselling, cross-selling or repeat business generation from existing accounts.
• Excellent communication and presentation skills are mandatory.
• Candidate must be highly professional, well-groomed, confident and presentable for customer-facing sales meetings.
• Advanced Excel skills are mandatory for sales tracking, pipeline management, reporting, forecasting and account analysis.
• Candidate must have strong numerical ability to understand sales targets, pricing, margins, order values, pipeline conversion and revenue performance.
• Candidate must clear sales aptitude, numerical ability and cognitive aptitude assessment as part of the selection process.
• Fluency in English and Hindi is required.
• Fluency in at least one South Indian language — Tamil, Kannada, Telugu or Malayalam — is mandatory.
• Role is based at Pune HQ and requires willingness to travel for customer meetings and closures.

Preferred Industry / Product Exposure

Relevant experience will be preferred from companies or roles involving:

• Industrial IoT / IIoT devices
• Telematics devices
• GPS / AIS140 / fuel monitoring devices
• IoT gateways / edge devices
• Controllers / RTUs / data loggers
• Fuel sensors / water sensors / level sensors
• Energy meters / MFM / monitoring devices
• Industrial automation products
• Instrumentation products
• Industrial communication products
• CAN / RS485 / Modbus / 4G / LTE / GNSS-based solutions
• Electrical / electronic industrial products
• Switchgears / HT-LT panels / control panels
• PLC / HMI / SCADA / VFD-adjacent products

Experience with selling to OEMs, factories, machine builders, industrial customers, system integrators, EPCs, automation partners, channel partners or distributors will be strongly preferred. Candidates from automotive OEM / Tier-1 / industrial equipment / telematics / industrial automation / electrical or electronic product sales backgrounds will be highly preferred, provided they have handled OEM customers and sales closure ownership.

Skills Required

• Strong frontline sales orientation with ownership for target achievement, account growth, PO closure and revenue realization.
• Ability to manage both new business development and existing key account growth.
• Strong relationship-building ability with OEMs, industrial customers and senior stakeholders.
• Strong techno-commercial discussion, negotiation and closing capability.
• Ability to understand technical products and explain clear value propositions to technical and business stakeholders.
• Strong follow-up discipline, persistence and accountability for sales outcomes.
• Good CRM, Excel, pipeline tracking, forecasting and reporting discipline.
• Strong coordination skills with product, engineering, implementation, support, operations, quality and finance teams.
• High ownership, maturity, grooming and customer-facing confidence.

Language Requirement

• Fluency in English and Hindi is required.
• Fluency in at least one South Indian language such as Tamil, Kannada, Telugu or Malayalam will be an added advantage.

Location and Reporting

Location: Pune HQ

Travel: Occasionally might be required across assigned customer locations / territories

Reports to: VP – Sales

Role Type: Full-time

Role Nature

This role will involve both:

• New Business Development: identifying and developing new customers, applications and opportunities.
• Key Account Management: growing assigned accounts through repeat business, upselling, cross-selling, stakeholder management and relationship development.

The actual split may vary depending on business priorities, assigned accounts, customer pipeline and territory requirements.