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

- 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.

- 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 (new 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.

- 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

Benefits: Staff insurance coverage (APAC)

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