Assistant Vice President - Key Account Management ( D&B )

Awfis Space Solutions Limited; Mumbai; On-site; INR 4,000,000 - 7,500,000; Full time

Job summary

Awfis Space Solutions Limited seeks an AVP - Key Account Management (West) to own and grow enterprise client accounts in West India, including Mumbai, Pune, Ahmedabad and other West markets. You will lead a team of key account managers, coordinate with Design, Projects, Estimation, Procurement and Sales teams to ensure profitable delivery and client satisfaction.

You will build senior-level relationships with client decision-makers, drive account plans, and oversee end-to-end project cycles from

Qualifications

• Bachelor's degree in Architecture, Civil Engineering, Interior Design or related field (MBA preferred).
• 12–16 years in commercial interiors, Design & Build, fit-out or workplace solutions with at least 5 years in key account management or business development.
• Proven track record managing and growing large enterprise or GCC accounts in the West region.
• Strong network with corporate real estate teams, IPCs and consultants in Mumbai and Pune.
• Experience leading a team of account managers or business development professionals.
• Understanding of the Design & Build project cycle including design, estimation, procurement and execution.

Responsibilities

• Own and grow a portfolio of enterprise and GCC clients in West India for Design & Build projects.
• Build account plans covering expansion pipeline, fit-outs, refurbishments and relocations.
• Grow revenue from existing accounts through repeat projects, new sites, add-on scope and cross-selling of Awfis solutions.
• Deliver annual revenue, order booking and margin targets for West key accounts portfolio.
• Lead proposals, pricing and commercial negotiations with key clients; ensure clear scope and healthy margins.

Skills

Leadership

Key account management

Client relationship mgmt

Strategic planning

Budget & financials

Education

Bachelor's degree in Architecture, Civil Eng., Interior Design or related field

MBA preferred

Tools

CRM software

Job description

This role owns and grows the key enterprise client accounts of the Awfis Design & Build vertical in West India. The position is responsible for revenue, client satisfaction and repeat business from these accounts, and makes sure every project is commercially sound and delivered to the client’s expectations.

The AVP – Key Account Management (West) leads a team of key account managers and works closely with the Design, Projects, Estimation, Procurement and Sales teams.

Key Responsibilities

Key Account Ownership & Growth

• Own the relationship with a portfolio of key enterprise and GCC clients in West India (Mumbai, Pune, Ahmedabad and other West markets) for Design & Build projects.
• Build account plans for each key client, covering their expansion pipeline, upcoming fit-outs, refurbishments and relocations.
• Grow revenue from existing accounts through repeat projects, new sites, add-on scope (MEP, furniture, technology) and cross-selling of Awfis managed office and coworking solutions.
• Deliver the annual revenue, order booking and margin targets for the West key accounts portfolio.

Client Relationship & Stakeholder Management

• Build trusted, senior-level relationships with client decision makers in Real Estate, Admin, Facilities, Procurement and Finance.
• Act as the single point of contact for key clients, from the first brief through design, execution, handover and post-handover support.
• Run regular account reviews with clients to track satisfaction, resolve issues early and identify new opportunities.
• Work closely with IPCs, landlords, project management consultants and architects who influence client decisions.

Commercials, Proposals & Delivery Coordination

• Lead proposals, pricing and commercial negotiations with key clients, working with the Design, Estimation and Procurement teams.
• Make sure every deal is commercially sound, with clear scope, healthy margins and agreed payment terms.
• Work with the Projects, Design and MEP teams to make sure projects are delivered on time, within budget and to the quality promised to the client.
• Own billing milestones, collections and closure of change orders for the accounts in the portfolio.
• Lead, coach and grow a team of key account managers in the West region.
• Set clear account targets for the team and review performance regularly.
• Maintain an accurate pipeline and forecast in the CRM, and share regular account and revenue updates with leadership.
• Track market trends, competitor activity and client needs in the West region, and share insights to shape the Design & Build offering.

EQualifications & Experience

• Bachelor's degree in Architecture, Civil Engineering, Interior Design or a related field; an MBA is preferred.
• 12 to 16 years of experience in commercial interiors, Design & Build, fit-out or workplace solutions, with at least 5 years in key account management or business development.
• Proven track record of managing and growing large enterprise or GCC accounts in the West region.
• Strong network with corporate real estate teams, IPCs and consultants in Mumbai and Pune.
• Experience of leading a team of account managers or business development professionals.
• Good understanding of the Design & Build project cycle, including design, estimation, procurement and execution.