1. Key areas of accountability
Develop, coordinate and implement account plans for identified regional accounts in defined segment. This plan includes lighting solution offer, pricing, necessary KA documentation, drawing resources (e.g. Segment/ Product Management, Lias) including supply chain issues. Initiate KA (pre-) selection and propose new accounts.
Establish and maintain prime relationships with relevant officers of Key Account, particularly with key decision-makers. Ensure maximum leverage between lighting solutions offered and KA needs.
Build project tracking per account and bring in team working in realizing these projects. Every project will have an electrical consultant, electrical contractor, Architect or more stakeholders hence team working is a key aspect. Since he or she leads the end user (key account) and is a senior within the team, needs to ensure team working for project realization.
Lead, within set authorization, the internal preparation and external execution of the negotiation process. Ensures organizational practices and principles of negotiation are followed with results realized.
For existing & newly developed KA constantly formulate, implement & monitor account objectives regarding sales, account share and other KPIs.
Plan & Carry/ Support out local marketing activities as per agreed budgets & timescales & and integrate personal sales efforts with regional team for various workshops & seminars.
Business development with Key Accounts for New point as well as replacement business opportunities & achieve revenue from these accounts.
Understand service business wrt financing and maintenance
Play lead in driving new products at Key accounts. Bring in competition information inside the organization.
2. Education: BE and/ or MBA in Sales and Marketing
5-6 years of B2B Sales Experience in construction industry, Automation , solar or Heavy Engineering companies in India.
The incumbent should have an experience of interacting with Large End Users (accounts) while having handled / interacted with Architects, Electrical Consultants, Electrical Contractors in the buying process.
Preferable to have experience in interacting with key account or institutional customers etc.
Should know how to read CAD drawings. Its preferred though not mandatory.
Should be able to understand turnkey electrical projects (Preferable)
4. Key Competencies/ Proficiency:
Fluency in English with strong communication skills is essential.
Knowledge & experience to build up new relations & connections in positive terms.
Strong organizational skills, self starter, ability to work under pressure, team player.
Ability to front end with large accounts at same time influence a team (not reporting) to ensure result delivery
Advanced level of skills in Analysis, communication, negotiations, financials, presentation, persuasion and multitasking.
Proven record of establishing and maintaining long term sales relationships
Be able to work in a fast paced environment
Ability to think out of the box