ROLE: Key Accounts Manager (Assistant Manager) - Jamshedpur Worked on: Steel & AluminiumJOB DIMENSIONSPosition manages a portfolio of existing accounts and new prospects within Segment. The role is accountable for delivering Volume (Primary Metals + MWF 130 KL and 60 KL of Rolling Oil & 20 MT of CERAN volume in 2025), Gross Margin (Rs 32/Kg Exp 2025) and credit objectives from Existing (65 Days in 2025) & prospects.Primary Metals segment:Primary Metals is one of the fastest growing segment in India. Steel Sector market is about 112 KT. The mail sub-segment of Primary Market is Steel & Aluminium. Steel sector is growing at CAGR of 3.93% and Aluminium sector growing at CAGR of 8%. Focus for Key Account Manager is to manage, grow Rolling Fluids & other Specialities Lubricants business with Steel & Aluminium Rolling Customers in the region.Metal Working fluid:MWF & Gen Engg Market size is about 225 KT. Main sub-segment of this market is (1) Automobile (Growing at CAGR of 2.4%) (2) Auto Component (growing at CAGR of 6%) (3) Machinery & General Engg (Growing at CAGR 25%). So Responsibility of KAM is to Manage & Grow MWF & Rust Preventives business with Auto Ancillaries & General Engineering segment customers in the region.ACTIVITIESDevelop and agree (both internally and externally) the annual plan for each Account in the territory ensuring these plans are aligned with the overall business strategy and any agreements with relevant strategic partners (OEM etc.)Deliver financial performance targets for the segment within territory.Execute prospecting strategy for the territory, including data gathering, competitor and market knowledge, stakeholder and relationship management and tender/offer processes. Ensure long term growth by always seeking sufficient prospect customers and providing regular updates to the prospecting database.Manage customer business reviews to communicate and prove value delivery and reinforce relationships.Implement the annual customer account plans in particular regarding:Identifying critical customer needs, and match our Value Proposition to those needs. Execution of agreed activities to maximize Customer and Company objectives and valueStakeholder and Relationship management at all levels and through all functions of the Customer and the CompanyHSEQ and Ethical complianceProactively manage and challenge all revenues and costs associated within the activity at the Account to maximize impact on Account profitability.Improve and deliver customer experience in territory. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardization of our sales offers in line with our basic customer offer.Communicate and manage relationship with functions to ensure functional support requests are acted on and implemented.Effectively use Customer Relationship Management tools(Salsa) to manage all aspects of the account relationship, Business Development and build sustainable relationships throughout the customer organization, as well as our organization.REQUIRED PROFILEDegree in Mechanical / Production Engineering from an institute of repute with 3-8 years experience in Industrial Sales.ExperienceB2B sales Management experience of minimum 3 yearsExperience of dealing with multiple stakeholders both within & outside the organization.Track record of delivery of sales target & performanceEssentialAbility to develop and implement strategic & tactical business plans.Ability to be hands on & drive the business with direct responsibility.Flexibility of thought & action to be able to respond to changing market environment & dynamic business situations.DesirableLubricants & relevant segment market knowledge
Job Title
Assistant Manager