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 recent 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, opportunity 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

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