Acquisitions of Key Account in Allocated Region
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Understand requirements of key customers to ensure the lead generations and to identify key projects in allocated region.
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Ensure successful conversion of leads into key accounts.
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Anticipate / forecast and plan requirements which is to be aligned with plant and logistics.
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Gather market intelligence from channel partners, projects, influencers/contractors etc. and ensure to reach out to the potential customers for developing successful leads.
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Maintain/contribute database of infrastructure companies, enlistment agencies, and new projects in allocated region.
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Liaise with key agencies for statutory requirements / information on new projects and insights
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Actively track competition activities and their share of wallet at each project site, and at customer level
Sales & Retention of Key Accounts
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Ensure timely preparations of commercially viable proposals regarding the rates based on the consumption.
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Responsible for the timely resolutions of various problems/requirements of the customers.
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Meeting with contractors, clients and other key accounts to ensure achievement of assigned budgets/objectives.
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Drive product approval initiatives across potential new key customers with technical teams.
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Ensure timely payment collection and ensure zero outstanding of mapped customers.
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Target share of wallet of each customer & each project, and track the same actively
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Monitor outstanding and credit control of key accounts.
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Monitor competition activities and their operating pricing in market and sharing it with KAM Head on regularly basis
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Meticulous follow up on daily execution of site orders; work closely with plant teams / logistics team and technical team to ensure timely dispatch
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Develop strong working relation with project / site coordinators for smooth operational functioning
Strategy for relationship, pricing and retention of customers
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Define pricing, price range across all geographies of operation
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Identify scope to maximize retention – through optimization of logistics, commission paid to liasioning agents etc
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Strategically advise management on customer-focused roadmap to extract maximum value from big customers
Collaboration and Coordination
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Work closely with internal teams, including key account technical team and plant teams.
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Work with logistics to define L1 method of servicing clients – product mix, vehicle size, negotiation of distribution cost based on volume of orders
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Share client insights and feedback with internal teams to drive product improvements and innovation
Performance Monitoring and Reporting
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Provide regular updates and performance reports to senior management.
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Monitor sales performance, ensuring alignment with business objectives.