Key Result Areas

Supporting Actions

Business Delivery

- (R) Achieve the sales target in terms volume, product mix & segment ratio at agreed price positions to achieve maximum NCR and profitability for the Pan India
- (R) Ensure increase in share of business by identifying opportunities to service at Region
- (R) Ensure timely delivery to key accounts by looking into product mix, customer mix, segment mix etc. and achieve assigned strategic account objectives for the Region
- (R) Recommend pricing of Key Customers based on market intelligence
- (R,A) Plan and execute call cycle for region and report findings to superior and other stakeholders for tracking and monitoring purposes

Co-ordination and Team Building

- (A) Coordinate with IT / Logistics and C&F; teams for order processing based on the criticality of order
- (A) Get clarification from sites / customers and provide the same for updation in system and order execution; Make necessary entries in the system for order execution in time
- (R) Build rapport with clients and ensure smooth flow between HO and clients
- (A) Ensure coordial relationship & capability building in the team and provide them with learning and growth opportunities

Key Account Management

- (R) Build long term customer relationship with all key stakeholders (e.g. purchase, stores, and finance) with the objective to leverage growth and recent business opportunities
- (R) Identify customers business needs to deliver long term competitive advantage
- (R)Interact with customers on regular basis, provide them 360 degree solutions and support to customers to build trust and get continuous business

Market Intellegence

- (R)



Monitor competitive activities including sales, pricing, product innovations and new construction practices, close interaction with key stake holders like consultants, industry experts and professional bodies

Market Strategy

- (R) Devise the market strategy based on customer feedback, consultants and new projects to recommend new markets, capacity enhancements and quantity requirements for the Region

Partnering with customer/ Value Added Services

- (A) Assist key accounts to achieve their project progress targets by providing construction related support
- (A) Organize training programs with the assistance of technical services cell
- (A) Provide value added services like mix design, bulk delivery, inventory management, etc.

Product Promotion and Brand Equity

- (R,A) Develop a healthy relationship with existing customers to get future orders and keep watch upon upcoming projects
- (A) Promotion and sales of Birla White products

Revenue Plan and Budgeting

- (R) Make yearly forecasts based on cement consumption pattern and projects on anvil.
- (A,R) Providing customers the budgetary quotes based on the trends
- (R) Plan for bill discounting and suggest the monetary credit limit to the customer based on project
- (A) Make accurate estimations for the SNOP/manufacturing team in the Demand Manager

Sales Administration

- (A) Ensure timely collection of payments for keeping receivables under control / Follow-up for timely collection of payment against sold material for respective key accounts
- (R) Management of debtors including setting of credit limits based on financials of key customers, monitoring of credit control and achieving budgeted targets

📌 Key Accounts Manager-New Delhi (India)
🏢 Aditya Birla Group
📍 India