Position Title : Leader- Key Account Management

Department : Business Development

Reporting Manager : Business Unit Head

Qualifications : B.E. (Mechanical Engineering), MBA (Desirable)

Experience: :20+ Years in automotive industry in BD / KAM(preferably machining)

Location : Rajasthan

- Need candidates from 2 wheeler Machined Components / parts background only like Gears, CamShafts, rods, spacers, axels, control pipes, special purpose fasteners, studs, bushes

- Should be selling these machined parts to OEMs

- Should have very good relations with Hero Motors & Honda Motors executives & decision makers from Leadership level to strategic decision makers & decision enablers / catalysts / influencers

Highly technical

1. Position Summary

Generating business from the existing and new customers, sustaining the existing business and maintaining cordial customer relations

2. Principal Accountability

a) Existing Customers / Business

a. Responsible for generating new business (new products/ new contracts) from the existing customer

b. Manage commercial issues related to the existing customer to ensure smooth relationships with the customer

c. Ensure customer audits and visits happen smoothly and with proper preparation

d. Visit customer sites on need basis %

b) New Business

i) Develop long term strategic relationship across the value chain of the customer organization

ii) Provide strategic insights & intelligence on the Customers Business, Competition and develop suitable action plans to drive higher sales and revenue growth

iii) Ensure participation & winning of strategic programs

iv) Increase Share of business by delivering new programs

2.3 NPD

a. Co-ordinate and facilitate communication (written/ conferences/ visits) between the customer and the internal Engineering & Development team for smooth and timely development of new products

b. Participate and drive Tech reviews

2.4 Revenue Collection

a. Manage the issues (related to quality/ commercial) escalated by the customer or the internal Accounts department

2.5 Others

a. Participate in organization activities like Lean, TPM, MTP, AOP, etc., as and when needed

3. Critical Challenges

- Maintain viable customer relationships to ensure their long lasting, growth oriented association with the organisation

4. Unique Knowledge & Skills

- Deep knowledge, insight of the customer organization

- Must be known & respected by the customer. Must enjoy a high- equity in the customer organization

- Outstanding relationship building skills

- Complete knowledge of the product and the manufacturing processes (preferably forging, machining and gear manufacturing)

- Ability to understand market dynamics and relate to business needs of the organisation

- Knowledge about legal terminologies (related to commercial)

- Analytical skills

- Communication and presentation skills

- Negotiation skills

- Interpersonal and networking skills

- Positive attitude

- Techno- commercial thinking

- Dynamic and be on toes approach

- Awareness of QMS (TS16949/ ISO18001, etc.), Lean principles, TPM, etc.

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