Role Name : Key Account Manager (North)
Reporting to : Unit Head-(Sales & Marketing-OEM)
Role Purpose :
- To Improve customer satisfaction and enhance AIS share of business
Responsibilities :
Customer Satisfaction :
KRA : Increase customer satisfaction resulting in profitable and sustainable relationship with customer
KPI (Key Performance Indicators) :
- Customer vendor rating- vendor Awards
- No. of complaints received
- Customer visit
- Closing of open issues as per target(QCDDM)
- VOC meeting
- Customer engagement program
Business Development :
KRA (Key Result Areas) :
- To generate new enquiries with the help of existing contacts to increase revenue
- Increase share of business
KPI (Key Performance Indicators) :
- No. of RFQs generated(New & existing projects)
- No. of orders finalised (target vs actual)
- Opportunity sale loss
Sales Forecasting and Control :
KRA (Key Result Areas) :
- Mid Term planning
- Annual planning
- Monthly planning, weekly planning
- Sales forecasting accuracy
KPI (Key Performance Indicators) :
- Monitoring of industry trend through primary and secondary data
- Timely submission of sales plan
- Monitoring and control of sales plan (CSP)
- Variation in sales plan vs actual
Sales :
KRA (Key Result Areas) :
- Achieve sales as per target
KPI (Key Performance Indicators) :
- Budgeted sales v/s actual
- Share of business
- Loss in sales
Competitor mapping :
KRA (Key Result Areas) :
- To monitor competitor activities in order to define company strategy and response to customers
KPI (Key Performance Indicators) :
- 3C report(company, customer, competitor)
- Competitor share of business
- Competitor activity at customer end (customer visit, PPM, delivery performance etc.)
- Competitor technology & product upgradation
Receivables control :
KRA (Key Result Areas) :
- Collection of payment as per agreed terms in order to ensure cash flow
- Customer credit control as per policy
KPI (Key Performance Indicators) :
- Payment receipt (plan vs actual)
- Collection of C-forms
- Customer outstanding and overdues
- Bad debt and payment at rest
System adherence :
KRA (Key Result Areas) :
- To implement and maintain systems/processes like TS-16949, TQM & ISO-14001
- Order to cash for improved productivity and control
KPI (Key Performance Indicators) :
- Number of Non-confirmities (External/Internal)
REQUIREMENTS :
Knowledge :
- Auto Industry
- Product And Process Knowledge
- Systems of OE Customers
Experience : 9-11 years
Skills :
- Customer Relationship Management
- Negotiation Skills
- Communication(written & spoken)
- Proficiency in Computer(MS Office)
- Sales Forecasting
Qualification : BE or MBA(Marketing)
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