Key Account Manager | Railway Accounts : HARTING Technology Group – India Job Title: Key Account Manager – Railway Department: Sales – Transportation / Railway Reporting To: Head of Transportation Business

Location:
Bangalore Employment Type: Full-Time | Permanent Grade / Level: Manager About HARTING India HARTING Technology Group is a global leader in electrical, electronic, and optical connectivity solutions. In India, HARTING serves key verticals including Railway & Transportation, Industrial Automation, Energy, and Data Communications. The Railway vertical is a strategic growth pillar, with active engagement across OEMs, system integrators, metro operators, and national rail programs. Role and Responsibility: The Key Account Manager – Railway (is responsible for building and managing the strategic relationship between HARTING India and its critical railway OEM accounts. The role drives revenue growth, design wins, and long-term partnership through deep account penetration, solution-based selling, and coordination with HARTING's global key account network. This is a high-visibility, commercially driven role with direct impact on India's railway growth trajectory and alignment with global HARTING key account strategies for both OEMs.

Key Responsibilities
1. Account Strategy & Planning : Develop and execute annual Key Account Plans (KAP).
• Map the complete organizational structure of both accounts — procurement, engineering, R&D;, project management, and C-suite.
• Identify current and upcoming projects, tenders, and platform programs relevant to HARTING's
• product portfolio. Coordinate with HARTING global account manager teams (HQ) to align India strategies with global account frameworks. 2. Business Development & Revenue Growth : Achieve order intake and revenue targets set for both accounts on an annual basis.
• Drive new product introductions and design-ins across rolling stock, traction, signalling, and wayside applications.
• Identify, qualify, and convert new application opportunities within the customer ecosystem (recent platforms, next-generation trains, infra upgrades).
• Expand wallet share by systematically displacing competitive suppliers across connectors, cable harness, and data connectivity. 3. Technical Selling & Solution Design :



Translate HARTING's product and technology portfolio into application-specific solutions for railway rolling stock and infrastructure.
• Conduct product presentations, technical workshops, and application workshops with customer engineering and procurement teams.
• Collaborate with HARTING's Product Management, Applications Engineering, and Customer Service teams to resolve technical queries and customize solutions.
• Support customers during design, qualification, and homologation phases. 4. Relationship Management : Maintain senior-level relationships (CXO, VP, Program Director level).
• Serve as the single point of accountability for HARTING at both accounts — for commercial,
• technical, and escalation matters.
• Represent HARTING at customer-organized events, technical days, and industry forums relevant to both accounts.
• Coordinate with global counterparts for account visits, executive meetings, and international escalations. 5. Tender & Project Management: Track all active and upcoming tenders from both OEMs relevant to HARTING products.
• Manage the complete commercial cycle — inquiry receipt, techno-commercial offer preparation, negotiation, and order closure.
• Coordinate with supply chain, logistics, and customer service to ensure on-time delivery and customer satisfaction.
• Monitor project timelines and proactively manage risks to HARTING's supply position. 6. Reporting & CRM : Maintain accurate and updated records in the CRM system (opportunity pipeline, account activities, visit reports).
• Provide regular management reports on account health, pipeline, competitive landscape, and forecast.
• Contribute to the annual Sales Planning and budgeting process for the Railway segment. Qualifications &

Experience:
Qualification : Bachelor’s degree in electrical / Electronics / Mechanical Engineering (mandatory) MBA in Sales / Marketing is an advantage

Experience:




8–12 years of total experience in B2B technical sales or key account management Minimum 4–5 years of direct experience selling to Siemens Mobility India and/or Alstom India (or equivalent railway OEMs) Demonstrated track record of managing large accounts and delivering measurable revenue growth Experience in selling connectivity solutions, electrical/electronic components, or sub-systems to railway OEMs is strongly preferred Primary

Skills:
• Sound understanding of Indian Railway rolling stock programs — Vande Bharat, Amrit Bharat, Metro Rail, DEMU, EMU, MEMU platforms
• Familiarity with railway procurement processes, RDSO approvals, and homologation requirements
• Working knowledge of connector and cable assembly applications in rolling stock and traction systems is a plus
• Awareness of global OEM dynamics (Siemens AG, Alstom SE) and their India operations
• Strong executive communication and presentation skills
• Consultative and solution-oriented sales approach
• Negotiation and commercial acumen
• Ability to manage complex, multi-stakeholder accounts independently
• Proficiency in CRM tools (Salesforce or equivalent) and MS Office suite
• Fluency in English; working knowledge of Hindi preferred
• Working Conditions
• Frequent travel required — to customer sites, manufacturing plants, project locations, and HARTING offices across India
• Occasional international travel for global KAM alignment sessions
• Role demands a high degree of self-motivation, autonomy, and ownership. Professional Compentencies
• Strategic Planning
• Strategic Thinking
• Business and Financial Acumen
• Financial Acumen
• Analytical Skills
• Leadership
• Communication
• Negotiation Skills
• Sales Expertise
• Sales Experience
• CRM
• Champion Customer Satisfaction
• Demonstrate Ownership
• Trust and Collaborate
• Encourage and Empower
• Lead with Values and by Example
• Technical
• Manufacturing Experience
• Professional Suitability
• Maturity
• Break New Ground Culture Competencies
• Become better everyday
• Break recent ground
• Champion customers satisfaction
• Demonstrate ownership
• Trust and collaborate

Perks:
Staff insurance coverage (APAC)

📌 Key Account Manager (Bengaluru)
🏢 HARTING India
📍 Bengaluru