Responsible for managing and growing strategic/key customer accounts by developing strong customer relationships, increasing business opportunities, achieving sales targets, and ensuring high levels of customer satisfaction and retention. Key Roles & Responsibilities 1. Key Account Management • Manage and develop relationships with key customers, strategic accounts, and large industrial clients. • Understand customer requirements, business priorities, procurement processes, and upcoming projects. • Act as the primary point of contact for assigned key accounts. • Develop account-wise business plans and strategies for revenue growth. 2. Sales & Business Development • Achieve assigned sales, revenue, margin, and business growth targets. • Identify new business opportunities within existing accounts and develop new customer accounts. • Drive cross-selling and up-selling of products and services. • Develop new applications, projects, and product categories within existing accounts. • Generate and convert leads, enquiries, RFQs, and business opportunities into orders. 3. Customer Relationship Management • Build strong relationships with key decision-makers, purchase teams, technical teams, plant heads, and senior management. • Conduct regular customer meetings and business reviews. • Understand customer pain points and provide commercially and technically suitable solutions. • Maintain high customer engagement and improve customer retention. 4. Strategic Account Planning • Prepare account-wise growth plans, opportunity pipelines, and sales forecasts. • Map key stakeholders and decision-makers within strategic accounts. • Identify upcoming CAPEX, MRO, projects, expansion, and maintenance requirements. • Monitor competitor activities, pricing, market trends, and customer buying patterns. 5. Commercial & Negotiation Management • Prepare and submit quotations, commercial proposals, and rate contracts. • Negotiate pricing, payment terms, delivery schedules, and commercial conditions. • Coordinate with internal teams to ensure competitive and profitable quotations. • Track margins and ensure business is aligned with company commercial objectives. 6. Order & Execution Management • Coordinate with sales coordination, procurement, logistics, finance, and operations teams for smooth order execution. • Monitor order status, delivery commitments, material availability, and customer requirements. • Resolve delivery, quality, documentation, and commercial issues. • Ensure timely closure of customer complaints and escalations. 7. Collections & Credit Management • Monitor account receivables and outstanding payments. • Coordinate with customers and internal finance teams for timely payment realization. • Follow up on overdue invoices and resolve payment-related discrepancies. • Ensure business is conducted within approved credit limits and payment terms. 8. Cross-Functional Coordination • Work closely with Product, Procurement, Finance, Logistics, Operations, and Technical teams. • Coordinate with manufacturers/principals for product availability, pricing, technical support, and authorization. • Ensure seamless communication between customers and internal stakeholders. 9. Market & Competitor Intelligence • Track market pricing, competitor activities, new products, and customer trends. • Identify emerging business opportunities and potential threats. • Provide market feedback and strategic inputs to management. 10. Reporting & Performance Management • Maintain accurate sales pipelines, forecasts, account plans, and opportunity reports. • Track monthly, quarterly, and annual sales performance. • Review account profitability, business growth, and customer-wise performance. • Present key account performance and growth plans to senior management