ROLE PURPOSE
The Key Account Manager (KAM) is the dedicated owner of aftermarket revenue and customer relationships for a defined set of strategic accounts that collectively represent a large share of addressable AM revenue in the region. The KAM is the single commercial point of contact at these accounts for spare parts, M-Powered contracts, retrofits and any other new AM offerings, and is responsible for converting whitespace into recurring aftermarket revenue.
KEY RESPONSIBILITIES
Account Ownership & Revenue Growth

Manage assigned strategic accounts end-to-end for all aftermarket revenue streams
Deliver the assigned account-level AM revenue target across spares, M-Powered, retrofits and new AM products
Convert whitespaces in assigned regions – identify under-penetrated SKUs, machines and product categories and activate them
Build and protect Milacron's entitlement value (SOM) capture at each account

Customer Engagement & Coverage

Maintain a structured visit / call plan (PJP) across assigned accounts – minimum weekly customer visits and calls per defined cadence
Build relationships across plant-level and corporate-level decision-makers (maintenance, procurement, plant heads)
Handle commercial and service-related escalations in coordination with the Regional Service team (Regional Service Managers and Service Engineers)

Contracting & Upsell

Push Milacron spare part sales, consumable kits, and structured replacement programs
Drive M-Powered contract closures; build the pipeline at the account level
Coordinate with Service Engineers to convert any SE-flagged upsell opportunities in their accounts into closed orders

Reporting & Governance

Maintain accurate account,



prospect and visit data in CRM / MIS
Submit weekly coverage reports and monthly account reviews to the Regional Aftermarket Head

SUCCESS METRICS / KPIS

Revenue & Growth

Customer Coverage

Operational Discipline

Account AM revenue vs. target (primary KPI)
SOM capture % at assigned customers
M-Powered penetration in assigned accounts

Customer visits per week / calls per week (PJP adherence %)
Customer NPS at assigned accounts
Whitespace accounts activated

CRM data hygiene (% complete records)
On-time submission of weekly / monthly reports

KEY SKILL REQUIREMENTS

Skill Dimension

What We Are Looking For

Technical & Commercial

B2B field sales and account management in capital goods or industrial equipment
Strong product and spare-parts knowledge (injection moulding preferred)
Account mining, negotiation and deal closing

Analytics & Planning

Account revenue analysis and visit planning (PJP)
Sales forecasting and pipeline tracking
Proficiency in Excel / MIS reporting, CRM and PJP / route-planning tools

Interpersonal

Customer relationship management at plant and corporate levels
Cross-functional coordination with service teams

Behavioural

Customer-first mindset
Hunter mentality and self-motivation
Strong communication skills and resilience

EXPERIENCE PROFILE

4-5 years of B2B sales / key account management experience in capital goods, industrial equipment or aftermarket
Demonstrated record of growing account-level revenue and converting whitespace opportunities
Exposure to spare-parts or aftermarket selling preferred
Engineering background (Mechanical / Production) preferred

#LI-VU1

📌 Parts Sales (New Aftermarket) - Kolkata
🏢 Milacron
📍 Kolkata