Asahi India Glass - Key Account Manager - Railways Segment

Role Name : Key Account Manager (Railways)

Reporting to Unit Head - Business Development & Exports

Role Purpose :

1) New Business Generation in Indian Railways- Govt & Private (PAN India)

2) Key account management

Role Description :

Market study of Railways segments, Business Development and Key Account Management

Responsibilities :

1) Market study of exisitng and upcoming segments

2) Feasibility study (techno/ commercial) of new opportunities (New customers/ product lines) and recommendations

3) RFQ management and business win

4) Key account management

5) Profitability

6) Competitor Intelligence

KPI (Key Performance Indicators) :

- For existing product range constantly explore Indian Railways tenders, ICF/MCF/ RCF tenders, Private players- Alstom, Medha, BEML etc, new customers/ new products where AIS is not present, supported by Technocommercial feasibility study

- Conduct techno commercial feasibility study as per aggreed timeline and share the report with

recommendations on the project to the management

- Initiate and conduct CFT meeting with management, for the project approval

- Coordinate feasibility study with Engg., gather inputs in order to make a commercial proposal

- Preparation of Techno-commercial offer as per norms and submission after HOD approval

- To continuously monitor the Indian Railways tenders (Govt/ Private) and participate;

- Ensure business win as per Target SOB and profitability;

- Ensure to share business win conditions with Engg. Team as development goahead

- Ensure development as per agreed time line in order to achieve targeted sales and have customer

satisfaction

a) Sales forecasting

- To monitor Industry scenario and ensure regular release of updated Monthly/ Annual/ Mid term

plan/ Opportunity projections

i

- To monitor customer's daily production and ensure regular and timely release of updated plans

b) Sales Management

- To arrange and monitor customer & industry forecasts

- Ensuring forecasted sales target is achieved 100%

- To co-ordinate with customer and support manufacturing team to achieve 100% sales target

- Ensuring the Targeteted SOB is achieved and target increase of SOB where applicable

- Constantly target increase in sales turnover with new and existing customers

- Release of Sales MIS on weekly/ monthly basis

c) Ensure Collection of due/overdue as per agreed norms and budget

d) Ensure customer satisfactioni)

- By achieving best performance on QCDDM parameters; Ensure monthly monitoring and reporting

of actual vs customer targets

- Coordinating with Plant and other CFT members to deliver best results using PDCA approach;

- Target Vendor awards

e) Customer Engagement

- Ensuring quarterly Management operational review with key customers

- Ensuring regular visit to customer; ensuring to be present at plants during customer visits;

ensuring quick circulation of visit reports

- Ensure timely reporting/ escalation of issues through weekly/ monthly reports; weekly/ monthly

dept and CFT meetings

- Profitability study- Ensure quartely preparation and review of profitability data based on inputs

received from Business intelligence

- Price correction- Approach customer for price correction on terms of Annual inflation as per

budget; Forex; latest commodity, manpower and power prices etc

- Ensure study of competitor landscape; competitor SOB segment / product wise; competitor prices;

simulate competitor cost for internal discussion

Requirements :

Knowledge :

1) Key account management

2) Pricing and costing

Experience : 10-12 years experience in Auto Component industry - Indian Railways supplier

Skills :

- Presentation Skills

- Communication Skills

- Negotiation Skills

- CFT Management

- Team Management

Qualification :

- BE/ B Tech or MBA (Both will be added advantage)

- Min. 60% marks in 10th, 12th, BE/ B.Tech/ MBA

INTERACTION :

Internal :

Engineering; New Model development, Supply Chain; Materials Production; QA; MIS, Accounts

Customers :

- Indian Railways- Govt-ICF, MCF, RCF etc

Private- Medha, Alstom, BEML, CAF, Talgo, Siemens etc