Job Purpose

Plan, execute and control the sales and collection operations of Key Accounts on projects and act as single point contact to maintain the required service levels and customer relationships for continuous growth of business.

Job Context & Major Challenges

UltraTech Cement is the largest cement manufacturer in India with an installed capacity of about 68 million tonnes. The company has production facilities in 17 locations spread across the country and has plans to grow further than acquisition and green field expansion. The UltraTech brand occupies a premium position with a market capitalization of Rs. 81438 crores. The Indian cement industry has a capacity of 409 million tonnes and a supply demand gap putting pressure of prices due to excess capacity. The market has strong regional players in each Zone and has strong brand competition.

Key Accounts Business was a pioneer initiative that aimed to provide focused attention to the top 100 institutional customers (mainly construction companies in India).



The aim was to provide them with a dedicated sales force responsible for identifying customer needs and understanding emerging trends so as to ensure effective brand positioning and building market share. In this segment, it is vital to nurture strong relationships with clients and consultants to understand their specific needs and act as a trusted advisor to the business.

Although it is an established business with 3000 crore revenue and 18% of total cement sales, the major challenges being to serve Key Customers across India, complex supply chain and solid customer interface. The increasing complexity of construction practices, demanding application for infrastructure projects like metros, highways, ports & airports and meeting specifications of international standards pose a constant challenge to provide the required quantity and quality of cement.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters

📌 Head project Relations (India)
🏢 UltraTech Cement
📍 India