Key Account Manager - Sales & Marketing - Manufacturing Firm

CLIMATE / ROLE DESCRIPTION

- The Key Account Manager has the responsibility for Business Development & Sales as per AOP / BP. He / She should be able to develop long lasting business relationships with Customers ,Develop working relationship internally & be a team player to achieve the goals.

DUTIES STANDARDS

- Business Development as per AOP/BP Visit Automotive vehicle manufacturers (except 2Wheelers)

- Track development plans at OEMs to a certain opportunities.

- Ensure receipt of RFQs for the new business.

- Work internally to analyse the RFQ requirements with Engineering & Finance teams.

- Prepare & Submit offer, ensuring all requirements of the customer are taken care of & within the target date.

- Communicate with OEM to understand competitiveness of the offer & make suitable changes, technically & commercially, where ever possible.

- Track Competitor activities to understand their strategies & make course correction, if required.

- Understand Final decision from Customer (Business Win / Loss)

JOB DESCRIPTION :

- Sales Management as per AOP/BP

- Receivables Management & Focus

- Track Forecasts from OEMs to plan part-wise sales & understand deviation from the AOP / BP , if any

- Ensure part-wise volumes are in line with the share of business agreed with the customer.

- Communicate internally with plant planning, operations & supply chain teams to ensure proper planning of resources.

- Coordinate & closely communicate to understand the day- to-day consumption at OEMs & ensure corresponding internal plan & forecast changes, if any.

- Ensure contingency plan in case of reduction / increase in volumes , to reduce impact on plant target.

- Ensure in time & adequate supply to OEMs with enough stocks as agreed.

- Policies - Reconciliation of customer accounts on a regular basis.

- Diligent follow-up of Overdue & Due payments.

- Monitoring & managing customer wise credit limits.

- Ensuring documentation as per policies.

- Market & Competitor - Tracking & Analysis - Tracking & MIS reporting of market information (OEM sales , trends , etc.)

- Share of business tracking based on actual OEM Production.

- Tracking & MIS reporting of Competitor information.

- Quality Systems - Ensure information collection & documentation as per IATF 16949 & other required quality systems.

- Customer Satisfaction Survey , Analysis & Presentation to management.

- Work with MR / Environmental Manager for all activities about documentation, communication, improvement plans, periodical checks, surveillance & records.

JOB SPECIFICATIONS :

Skills :

- Communication Skills, Negotiation Skills, Analytical, Problem Solving, Decision making, Coaching, Leadership & motivational skills.

Knowledge / Experience :

- B.E.Mech/Auto , M..B.A (Marketing)

- 12 - 15 years of experience in Automobile related products & handling of reputed Auto OEMs. Traits

- Team Leader & Player (as per role), Motivational, Consistent Energy, Tenacity, Conflict Management, Listening & Communication, Decision making and Structured problem solving methodology

WORKING CONDITIONS :

- The job works in conditions with frequent travelling.