Regional Key Account Manager

Qualification & Experience:

• Qualification: Engineering Graduate; MBA preferred.
• Experience: Proven experience in Institutional Sales, specifically CSD, CPC, INCS, and B2B business (trade schemes, festival gifting) in industries such as FMCG, Cement, Auto Ancillary, Paints, Pharma, or Employee Loyalty Programs.

Principal Accountabilities:

1. Client Relationship & Business Growth

• Develop trust and strong relationships with major clients to achieve/exceed budgeted invoicing and maintain credit discipline.
• Act as the primary contact for key accounts; address client complaints, analyze data, and enhance overall customer experience.
• Expand institutional business with existing and new customers, ensuring customers remain loyal and do not turn to competitors.
• Work closely with internal stakeholders (CGCEL, internal teams) to ensure customer requirements are understood and satisfied.

2. Sales & Strategic Management

• Focus on primary, secondary, and tertiary sales through strategic planning, business strategy, and contract management.
• Conduct technical and strategic sales, promotional activities, seminars, and exhibitions to enhance brand equity.
• Responsible for people management and coordinating with Channel Service Providers (CSP) and merchandisers to achieve targets.

Key Performance Areas:

A. Financial Aspect

• KAM: Ensure top-line and bottom-line targets for assigned key accounts; manage collections and credit effectively.
• Regional Sales: Achieve budgeted primary sales/orders in assigned territory; manage secondary sales through CSPs; evaluate CSP and merchandiser performance.

B. Customer Aspect

• KAM: Expand institutional business in existing and new clients; handle product introduction, price negotiation, product listing, contract management, business strategy, and promotional planning; interact with external stakeholders like trade associations and industries.
• Regional Sales: Represent the company in the territory; address local issues (delivery, appointments); manage CSPs and merchandisers; ensure customer satisfaction through effective pre- and post-order service; gather product and service feedback.

C. Business Process Aspect

• Generate and convert enquiries; submit offers; follow up and close deals.
• Carry out product/sales promotion activities, seminars, and exhibitions.
• Convert dealers/customers to channel finance.
• Gather market intelligence, monitor competition, and track market trends.
• Execute planned journey cycles (PJCs) and maintain daily reports.
• Enhance knowledge via catalogs and other resources.
• Ensure compliance with departmental processes and work instructions.

D. Behavioral Competencies

• Strong interpersonal skills; polite, diplomatic, and customer-focused.
• Excellent written and verbal communication skills.
• Strong negotiation skills with sound commercial knowledge.
• Goal-oriented with innovative thinking capabilities.
• Ability to prioritize and manage multiple tasks simultaneously.
• Quick learner, team player, and capable of leading teams effectively.