07 Aug
|
Important Group
|
Hyderabad
07 Aug
Important Group
Hyderabad
Key Account Ownership & Growth
- Own a defined portfolio of key and strategic industrial accounts, with full responsibility for volume, revenue, gross margin, and collections.
- Develop and execute annual account plans, aligned with customer agreements and company growth objectives.
- Identify upselling, cross -selling, and conversion opportunities to expand wallet share within existing accounts.
Recent Business & Competitive Displacement
- Proactively identify and develop new prospect accounts through market mapping, industry intelligence, and competitor analysis.
- Lead competitive product replacement initiatives, including technical comparisons, trials, and value justification.
- Systematically track competitor presence, pricing, and application strategies within key accounts.
Technical Selling & Application Support
- Act as a technical consultant to customers by understanding operating conditions, equipment, and lubrication challenges.
- Recommend appropriate products and solutions based on application study, OEM guidelines, and performance requirements.
- Plan, execute, and monitor product trials, application upgrades, and conversion programs in coordination with technical teams.
Customer Relationship Management
- Build strong relationships across shop floor, maintenance, production, QA, and procurement functions.
- Position the company as a solution partner, not merely a lubricant supplier.
- Document and communicate measurable customer advantages such as cost savings, equipment life improvement, and downtime reduction.
Channel & Internal Coordination
- Execute sales directly or through authorized distributors/channel partners,
ensuring alignment on pricing, service, and coverage.
- Coordinate closely with supply chain, production, quality, and finance teams to ensure timely delivery and issue resolution.
Reporting, Governance & Compliance
- Maintain accurate records of account activity, trials, complaints, and resolutions in CRM systems.
- Prepare periodic sales forecasts, opportunity pipelines, and account performance reports.
- Ensure adherence to company policies on pricing, credit control, and compliance.
Requirements
Education & Experience
- BE / B.Tech in Mechanical / Production / Industrial / Chemical Engineering (mandatory).
- 5–8 years of relevant experience in industrial lubricants, Cutting Tools, Industrial consumables or petrochemical B2B sales.
- Proven exposure to OEMs, MNC manufacturing plants, large industrial accounts, and channel -led sales models.
- Demonstrated success in handling trials, product conversions, and competitive replacements.
Core Competencies & Skills
- Strong understanding of industrial lubrication applications (manufacturing, automotive ancillaries, power, cement, metals, etc.).
- Ability to position products using Total Cost of Ownership (TCO), productivity improvement, and lifecycle cost benefits.
- Excellent technical diagnosis, problem -solving, and solution -selling capability.
- Strong commercial acumen covering pricing, margins, contracts, and collections.
- Proficiency in MS Excel, PowerPoint, CRM systems, and structured sales reporting.
- Effective communication skills to engage maintenance teams, production managers, purchase teams, and plant leadership.