Looking for a PAN India Key Account Manager for a leading HVAC MNC for OEM & Chillers

Location: Mumbai (Mulund)

Years of Experience: 12-16 Years

- Own, Build, and Drive Key Regional Account Relationships

- Build and nurture trusted relationships with regional account decision-makers including senior executives and operational leaders.

- Develop a regional account map plan ("LAMP": Large Account Management Plan) for each assigned account by identifying key local stakeholders across procurement, engineering, product, and operations.

- Update and maintain a comprehensive repository of contacts, roles, and influence areas specific to the region.

- Create account-specific action plans including the identification of local sales opportunities and areas for technology adoption.

- Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.

Collaborate and Develop Global Key Accounts with GKAM:

- Build and nurture trusted relationships with regional decision-makers, including regional senior executives and operational leaders.

- Serve as the primary local point of contact, ensuring that all interactions reinforce the global account strategy and value proposition.

- Collaborate closely with the Global Key Accounts Manager (GKAM) during regional visits, joint customer meetings, and strategic negotiations to ensure consistency and alignment.

- Support the GKAM by providing regional insights and facilitating introductions to key local influencers.

- Tailor the global "LAMP" plan for assigned Global accounts at the regional level by adapting key initiatives to the local market context.

- Translate global account objectives into region-specific action plans, including the identification of local sales opportunities and areas for technology adoption.

- Collaborate with the MPS (Modular Products and Solutions) offering team and other product Offering Managers to develop or adapt solutions for the unique needs of customers.

Forecasting, Order Management & Supply Chain Coordination:

- Collect, verify, and communicate accurate regional forecasts regarding product volumes, timelines, and service needs across all the accounts assigned.

- Work closely with sales enablement, local supply chain, operations, SIOP, and inventory management teams to ensure the timely delivery of products and services.

- Negotiate and manage agreements that may require dedicated inventory, ensuring clarity on cost responsibilities and inventory risk sharing.

- Proactively manage supply chain constraints by coordinating with internal stakeholders and leveraging alternative channels if necessary.

- Develop annually a comprehensive product forecast by month using best intelligence on historical buying and future forecasts; update monthly as conditions change.

Contracting & Local Negotiation Support:

- Assist in the negotiation and administration of local contract addendums and modifications based on global framework agreements.

- Provide local market insights and data to support pricing, terms, and contractual decisions, while working in close collaboration with the GKAM and legal teams.

- Maintain detailed, up-to-date records of all customer interactions, forecasts, and contract changes in the CRM, ensuring transparency and knowledge sharing.

Voice-of-Customer (VOC) & Market Feedback:

- Systematically capture feedback on product performance, service quality, and market trends through regular customer interactions.

- Report VOC insights to the GKAM and relevant internal teams (e.g., value streams, engineering, supply chain) to drive continuous improvement.

- Monitor regional market dynamics, competitive activities, and emerging opportunities; provide actionable intelligence that supports strategic account decisions.

Regional Team Collaboration, Training & Collections Management:

- Liaise with local sales teams, customer service, operations, order fulfillment, and other functional groups to ensure unified account management.

- Organize and lead internal meetings and training sessions focused on account-specific strategies and best practices.

- Provide account-specific training and mentoring to local sales teams, ensuring they understand the nuances of the global account strategy and are equipped to support regional initiatives.

- Identify regional accounts with potential to evolve into global accounts and recommend appropriate action plans.

Technology Selling, Conversion and Adoption:

- Proactively learn, meet and develop relationships within the Sales, Account Management, Product Management (Marketing) and Product Development (Engineering) functions who develop, market and sell the final system offering (like Chillers, Heat Pumps) within our Clients. Develop a map of these key stakeholders. Learn their challenges and key goals, and specifically what is important to them in their market segments (weight, efficiency, speed, machine learning, optimization, flow data, speed of manufacturing, reduced time at job install sites, lead times, etc.). Be curious about them as people and their key needs, spend time getting to know them. Perform proactive, ongoing VOC alongside AFT Offering Management and Engineering team members, including Applications Engineering team members within the MPS Value Stream to join you.

- Based on what you learn, work with the MPS Value Stream team members to Actively present new technologies of Armstrong (eg, but not limited to, vertical pumping, parallel pumping, best efficiency staging, optimization, machine learning, services that optimize energy efficiency, uptime performance, unexpected downtime, etc.) in the right workshops and forums. Focus on our technologies that make the most sense in terms of improving their needs. Actively demonstrate how new technologies simplify the offering modularly, and will lead to better OTD performance and shorter Lead Times.

- Chart out, inside the LAMP plans, where the Client's purchases are today, product by product, vs where they could be if the Client would adopt more modern technology, and link such conversion to solving their key needs. And develop a sequential plan of attack, with the client and with the right thought leaders inside Armstrong, to put them onto the track of adopting and obtaining more value and more stickiness with Armstrong. Make this plan explicit in the LAMP plan each year, by month or quarter. Track progress against set goals. Work resources like Application Engr and Operations inside Armstrong to fulfill these plans.

Operations Collaborative Leadership:

- Develop key stakeholders in Sourcing and Operations, learn their needs around Lead Time, OTD, and related areas.

- Make a regular monthly Operations performance scorecard with our internal Armstrong Operations team that tracks performance of OTD, Lead Time, inventory availability, inventory stock in $'s, and key areas of mutual interest, Armstrong and Client.

- Use the performance scorecard to connect Armstrong and Client Operations stakeholders to do joint issue awareness, root cause discovery, and solution development and deployment.

- Stay relevant as the key contact for the Client to go from Operations performance of today to desired Operations performance of both Client and Armstrong, and stay relevant in the details of how that transformation will happen. Hold stakeholders accountable to commitments, both at Client and Armstrong. Make and keep action RAIL's with specific outcomes and dates. Escalate issues not being resolved to Armstrong leadership for advice on how to lead this better.

Reporting, Advocacy & Strategic Initiatives:

- Deliver regular, detailed reports to the GKAM and regional leadership on account status, sales forecasts, achievements, and any challenges or opportunities.

- Ensure that all reporting is supported by rigorous CRM documentation and timely updates.

- Organize and manage regional customer visits, joint marketing initiatives, and participation in local trade shows or industry events.

- Facilitate the presence of the GKAM and other key resources during strategic customer engagements.

- Act as the regional advocate for the global account's needs by liaising with local functions (finance, legal, supply chain) to resolve issues and secure necessary resources.

Collections

- Collaborate with regional finance and collections teams to monitor payment cycles and address any issues that could delay cash flow.

- Work to resolve local collections challenges promptly, ensuring the financial stability and smooth operation of the account.

Develop and Build Out the Leverage Sales Channel:

- Build a regional leverage sales plan per assigned Global Key OEM account based on strategy and information provided by the GKAM. Create the leverage strategy for regional accounts. Meet with regional points of contact in the account to understand their channel infrastructure and identify opportunities for integrating Armstrong products.

- Work with local sales managers/leaders to create the leverage plan to add branches/distribution channel and service channel of Global Accounts as our channel.

- Collaborate with the client and internal teams to set up the necessary supply chain and distribution processes that ensure Armstrong products are effectively placed and delivered through the client's channels.

- Oversee the implementation of channel strategies, ensuring that the product placement supports regional sales goals and enhances customer value.

- Work closely with both the GKAM and local operational teams to monitor channel performance, troubleshoot issues, and optimize the integration process.

- Provide feedback and insights on channel performance and opportunities for further sales growth, feeding these insights back to the global strategy.