Key Account Specialist

Location

Ludhiana | India

Job description

• Responsible for assisting the team with a variety of activities to maximise profitability and sales opportunities and developing capabilities to manage and develop c business relationships for strategically important Key Accounts.
• This is an entry level position in the Key Accounts team.

Role Synopsis:

Key Account Manager role is accountable for Volume, NSV of the assigned key accounts as well as business developments by building and maintaining strong customer relationships including commercial and contractual arrangements.

Key Accountabilites:

• Manage the assigned key accounts (big customers) to deliver Volume and NSV

• Handle daily operational requirements from customers including trouble shooting etc

• Manage and build (extend) strong customer relationship mainly at operational levels among all functions in the assigned customers (contact map should be regularly updated)

• Develop account plans and update regularly to ensure robust opportunity pipeline based on wider insights including customer news, competitor and market intelligence, stakeholder relationship and tender/offer opportunities

• Execute agreed activities by acting as the single point interface across all the functions, Marketing, Technology, Supply Chain etc

• Organize regular performance reviews internally/externally to track KPIs and implement any necessary interventions

• Ensure all contractual agreements are met and that the contract is renewed/extended in line with bp requirements

• Lead or participate in global internal or assigned account networks, working closely with Castrol colleagues globally

• Sales KPIs - Volume, NSV, Overdue, Prospect Pipeline, Trials Generated, Account Addition, Account Retention, % Premium Product

Experience and Qualifications

• Experience in managing global or regional / trans-national key accounts

• Ability to demonstrate gravitas and proven credibility as a sales professional.

• Ability to operate at a senior level within customer organisations and manage stakeholders effectively.

• Ability to think strategically and translate into opportunities and solutions for mutual benefit with the assigned accounts

• Extensive knowledge and experience of the OEM and Franchised dealer environment.

• Intimate knowledge of the OEM value chain and the global motor industry; this would include awareness of differing cultures and business ethics within the global automotive arena.

• Education : University degree or equivalent

• Required Skill set:

• Partnership and Team working - Skilful

• Wise Decisions - Skilful

• Lubes Specific - Innovation - Skilful

• Knowledge and understanding - Industry/Sector Understanding: Mastery

• Knowledge and understanding - Customer Insights: Skilful

• Sales marketing planning - Strategy development: Skilful

• Sales marketing planning - Strategic thinking: Skilful

• Sales marketing implementation - Measuring Sales Marketing Success: Mastery Sales marketing implementation - Negotiating skills: Skilful.


Skills:

• Account strategy and business planning

• Agility core practices
• Business Acumen
• Business Analysis
• Consultative selling skills
• Customer Profitability
• Customer Segmentation
• Customer value proposition
• Digital fluency
• Global Perspective
• Internal alignment
• Negotiating value
• Offer and product knowledge
• Partner relationship management
• Sales forecasting/demand planning
• Sector
• market
• customer and competitor understanding
• Stakeholder Management.

Job tags

Salary