KAM - Chennai

SmartRecruiters, Inc.; Chennai District; On-site; INR 3,500,000 - 6,500,000; Full time

Job summary

Sika in Chennai, a global leader in construction chemicals, seeks a Senior Key Account Manager to drive growth with major accounts and mega projects. You will manage relationships, forecast sales, and coordinate across cross-functional teams to ensure delivery and value.

The role requires at least 10 years in construction chemicals or building materials, an MBA or NICMAR, and willingness to travel. Competitive salary aligned with market benchmarks.

Qualifications

• MBA or Post-Graduation from NICMAR (preferred)
• Minimum 10 years in construction chemicals / building materials.
• Proven experience in Key Account Management or Major Project Management roles.

Responsibilities

• Develop and maintain long-term relationships with targeted key accounts.
• Forecast, plan, and achieve sales targets.
• Lead business development through specification work and contractor management.
• Oversee contract management for long/short-term agreements.

Skills

Key Account Management

Project Management

Tender Management

Negotiation

Strategic Planning

Education

MBA

NICMAR

Job description

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and industry. Sika has subsidiaries in 103 countries around the world, produces in over 400 factories, and develops innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and transportation industries toward greater environmental compatibility. In 2024, Sika’s around 33,000 employees generated annual sales of CHF 11.76 billion.

Job Description

• Develop and maintain long-term, trust-based relationships with targeted key accounts to achieve organic and inorganic growth.
• Manage and retain existing accounts/business to ensure business continuity and revenue stability.
• Forecast, plan, and achieve sales targets within defined timelines.
• Serve as the single point of contact for all key account interactions, internally and externally.
• Understand client needs thoroughly and offer strategic, solution-driven recommendations.
• Drive Annual Rate Contracts, margin-managed negotiations, and ensure successful implementation.
• Monitor account performance including sales, new projects, product penetration, and collections.
• Implement strategic sales initiatives as directed by the Senior Management Team.
• Lead Business Development through specification work, consultant engagement, and contractor management.
• Manage complex mega projects involving multiple consultants, KAM-contractors, and cross-functional teams.
• Maintain and update a detailed project pipeline, key account plan covering the entire product portfolio, BU, Vertical market.
• Drive maximum revenue generation with strong profit discipline throughout the project lifecycle.
• Pre-bid: consultant alignment, specification positioning, value engineering
• Post-bid: contractor discussions, negotiation, and closure
• Oversee Contract Management for long/medium/short-term agreements covering waterproofing, repair, flooring, admixture, etc.
• Manage channel partners/applicators and ensure proper contract execution.
• Ensure end-to-end project management from project announcement to final completion (E2E approach).
• Collaborate with cross-functional teams to ensure correct product mix, technical support, supply chain alignment, and execution control.
• Maintain a solution-based approach focused on performance, sustainability, and customer needs.

Qualifications

• MBA or Post-Graduation from NICMAR (preferred) Experience
• Minimum 10 years in construction chemicals / building materials.
• Proven experience in Key Account Management or Major Project Management roles.

Additional Information

• Strong understanding of the KAM management, Construction/ Construction chemicals industry and project sales.
• Ability to work across complete product portfolios (WP, repair, flooring, admixture, grouts, etc.).
• Solid technical knowledge of civil engineering fundamentals.
• Strong project management and tender management capability.

Business & Behavioral Competencies

• Excellent negotiation, presentation, and communication skills.
• High business acumen with ability to judge key stakeholders quickly.
• Ability to handle channel partners/applicators effectively.
• Self-driven, proactive, and optimistic approach.
• Strong problem-solving and decision-making abilities.
• Capable of working independently while collaborating closely with internal teams.
• Ability to prioritize tasks and meet critical deadlines.
• Willingness to travel and engage with customers frequently.

We offer competitive salaries, aligned with local market benchmarks and the specific scope and responsibilities of each role. Compensation is determined based skills relevant to the position, education and/or training. We are committed to fair and equitable pay practices in accordance with applicable laws and regulations.