Major Accounts Manager- Corporate Sales

Job Description

Position: Major Account Manager (MAM)

Department: Sales & Business Development
Function: B2B Sales / Key Account Management
Reporting To: Regional Sales Manager / Sales Head

1. Role Overview

The Major Account Manager (MAM) will be responsible for driving business growth through new customer acquisition, strategic account management, and revenue expansion across the assigned territory.

The role requires a strong focus on developing new business opportunities, managing and strengthening existing customer relationships, achieving sales targets, and ensuring high levels of customer satisfaction. The incumbent will be expected to independently manage key accounts, identify growth opportunities, coordinate with internal teams, and drive sustainable business performance across the Western region.

2. Key Responsibilities

A. Sales & Business Development

• Identify, develop, and convert new business opportunities across various industries and customer segments.
• Conduct market research and competitor analysis to identify emerging trends, customer requirements, and potential business opportunities.
• Achieve assigned monthly, quarterly, and annual sales and revenue targets.
• Develop and deliver effective sales presentations, product demonstrations, proposals, and commercial pitches.
• Identify opportunities for business expansion through new customer acquisition and competitive conversions.
• Collaborate with internal teams, including Pre-Sales, Service, Finance, Supply Chain, and other relevant departments, to ensure timely execution of customer requirements and resolution of business issues.
• Develop and execute strategic sales initiatives to improve market penetration and overall business performance.

B. Strategic Account Management

• Act as the primary point of contact for all assigned key accounts and ensure strong customer engagement.
• Develop and execute effective account management strategies covering both new business acquisition (hunting) and existing account development (farming).
• Ensure comprehensive mapping, coverage, and engagement of all allocated accounts, including key decision-makers and stakeholders.
• Build and maintain long-term business relationships with customers through regular engagement and a customer-centric approach.
• Identify opportunities for revenue growth through upselling, cross-selling, contract renewals, and additional product or service offerings.
• Analyse account potential based on business size, geographical presence, operational capacity, existing business share, and growth opportunities.
• Prepare account-wise business development plans to maximise customer potential and increase market share.
• Proactively address customer concerns and coordinate with internal stakeholders to ensure timely resolution.
• Ensure timely follow-up and collection of outstanding payments from customers in accordance with agreed credit terms and company policies.
• Monitor account performance and take corrective actions wherever required to protect and grow business.

C. Territory & Market Management

• Manage and develop the assigned territory across the Western region through regular customer visits and market engagement.
• Plan and execute customer visits to strengthen relationships, generate business opportunities, and improve account coverage.
• Maintain a structured travel and customer visit calendar.
• Share weekly updates on customer visits, business opportunities, market developments, and sales pipeline.
• Participate in regional exhibitions, trade shows, industry events, and customer engagement programmes.
• Continuously evaluate territory potential and identify opportunities for improving market penetration and customer reach.

D. Sales Reporting & CRM Management

• Maintain accurate and updated records of leads, opportunities, customer interactions, and sales activities in the company's CRM system.
• Develop and maintain account-wise action plans and opportunity trackers, ensuring timely updates on completed and pending activities.
• Prepare and submit weekly and monthly sales forecasts, pipeline reports, and performance updates to the reporting manager.
• Monitor sales performance against targets and proactively highlight gaps, risks, and opportunities.
• Share relevant market intelligence, competitor activities, customer feedback, and product improvement suggestions.
• Maintain regular communication with the reporting manager regarding account developments, critical business issues, support requirements, and opportunities requiring management intervention.
• Ensure accuracy, discipline, and timeliness in all sales-related reporting and documentation.

3. Key Skills & Competencies

• B2B Sales Expertise: Proven experience in B2B sales, preferably in printing solutions, office automation, IT hardware, or technology-enabled services.
• Business Development: Ability to identify new business opportunities, develop customer relationships, and convert prospects into profitable business.
• Account Management: Strong relationship-building and stakeholder management skills, with the ability to manage strategic and large accounts.
• Negotiation & Communication: Excellent verbal and written communication, presentation, commercial negotiation, and influencing skills.
• Customer Orientation: Strong customer-first mindset with the ability to understand customer needs and deliver effective solutions.
• Proactive Approach: Demonstrates initiative, ownership, and the ability to identify and pursue opportunities independently without constant supervision.
• Team Collaboration: Works effectively with cross-functional teams and actively contributes to a positive, collaborative team environment.
• Ownership & Accountability: Takes responsibility for business outcomes, commitments, customer deliverables, and personal performance.
• Continuous Learning: Demonstrates a willingness to continuously upgrade product knowledge, market understanding, and professional capabilities.
• Analytical & Planning Skills: Ability to analyse account potential, develop business plans, manage sales pipelines, and prepare accurate forecasts.
• Execution Excellence: Strong follow-up, time management, prioritisation, and problem-solving capabilities.

4. Experience & Other Requirements

• Prior experience in B2B sales, key account management, or business development.
• Experience in managing large corporate accounts and handling complex sales cycles will be an added advantage.
• Good understanding of the Western region's business markets and customer segments.
• Proficiency in MS Office and CRM applications.
• Willingness and ability to travel extensively across the assigned territory.
• Ability to work independently in a target-driven and performance-oriented environment.

5. Key Performance Indicators (KPIs)

Performance in this role will be measured through the following parameters:

1. Achievement of monthly, quarterly, and annual sales targets.
2. New customer acquisition and business generated from competitive accounts.
3. Revenue growth and business expansion from existing accounts.
4. Account coverage, stakeholder mapping, and customer engagement.
5. Upselling, cross-selling, and contract renewal performance.
6. Sales pipeline development, conversion ratio, and forecast accuracy.
7. Timely collection of customer payments and outstanding dues.
8. Customer satisfaction, retention, and issue resolution.
9. CRM hygiene, account planning, and reporting discipline.
10. Territory development and overall market penetration.

6. Desired Profile

The ideal candidate will be a self-driven, commercially oriented sales professional with strong business development and relationship management capabilities. The individual should demonstrate a high degree of ownership, strategic thinking, and execution discipline, with the ability to independently manage a territory, develop key accounts, and consistently deliver business results.

The role requires someone who is proactive, customer-focused, collaborative, and committed to continuous learning and professional growth.

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