Key Account Manager

Parksons Packaging Ltd.; Mumbai City; On-site; INR 600,000 - 1,000,000; Full time

Job summary

An established industry player is seeking a dynamic Key Account Manager to drive growth and foster relationships with key clients. This pivotal role involves strategizing to enhance client satisfaction and retention while collaborating with various internal teams to deliver exceptional service. The ideal candidate will possess a strong background in account management, a keen understanding of market dynamics, and the ability to lead a team towards achieving sales targets. Join a forward-thinking company where your contributions will significantly impact business success and client relationships.

Qualifications

• Experience in managing key accounts and developing client relationships.
• Strong understanding of customer needs and market trends.

Responsibilities

• Generate incremental revenue from key clients and manage overall profit.
• Lead team to meet sales objectives and mentor junior staff.

Skills

Key Account Management

Customer Relationship Management

Sales Strategy Development

Market Analysis

Team Leadership

Education

Bachelor's Degree in Business Administration

Master's Degree in Marketing

Tools

CRM Software

Sales Forecasting Tools

Job description

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The role is responsible for managing key accounts of the organization and developing good working relationships with key customers to enhance client satisfaction and retention. The role acts as an interface between the customer’s user and Parksons internal teams. Understanding clients’ existing and future business needs and generating incremental business revenue from key clients is crucial. Additionally, the role involves working closely with Sales, Business Development, Manufacturing, PDD, and Quality teams to ensure world-class customer service and solutions for the Key Accounts.

KEY PERFORMANCE AREAS:

• Organic (Incremental) growth from existing customers
• Sales margin or profitability
• Sales costs within budget
• Increase in business from existing customers
• Timely collections
• Customer complaints resolution
• Renewal of contracts
• Customer satisfaction and retention

KEY ACTIVITIES & RESPONSIBILITIES:

Strategic

• Generate incremental revenue from key clients
• Manage overall profit, loss, and growth in key accounts
• Act as a strategic business partner and bridge between the client and organization
• Understand and anticipate client’s needs, communicating them to the team
• Set and deliver key business metrics – profit, services, etc.
• Formulate and implement strategies for key account growth
• Provide direction to the team to achieve sales targets
• Prepare sales forecasts and action plans based on potential
• Share forecasts with Business Analytics for review
• Oversee demand planning forecasts and support resolution of issues
• Budget and forecast sales for key accounts
• Plan and implement marketing strategies based on sales targets and budgets

Key Account Management

Business Related

• Develop strategies to grow business with customers
• Generate revenue from existing key accounts
• Act as an internal account champion, ensuring clear communication
• Deeply understand customer needs and operations
• Provide value-added services
• Explore new opportunities for customer requirements
• Increase awareness of the organization’s services
• Analyze customer feedback and inform seniors/support functions
• Conduct review meetings regularly
• Develop programs to enhance customer opinions
• Roll out new projects for existing clients
• Collaborate on product costing and finalization
• Provide info related to layout, PDF approval, IMO, and MID creation
• Coordinate with PDD/Pre-Press, SCM, and Manufacturing for new designs
• Ensure timely delivery through coordination with operations
• Resolve quality issues in coordination with the quality team
• Ensure timely collections with minimal outstanding
• Follow up on ‘C’ forms and payments
• Proofread printed samples before final printing
• Visit client locations for trial runs and process understanding
• Communicate progress of initiatives to stakeholders
• Assist with escalation of high-severity requests
• Ensure settlement of claims for shortages, overages, and transit loss
• Follow up for dispatch clearances

New Product Development

• Conduct market visits to identify customer needs and trends
• Liaise with packaging and brand teams to drive sales based on user needs
• Participate in new business pitches and onboarding of new clients

Team Management

• Lead and develop the team to meet sales objectives
• Mentor and provide operational and technical guidance
• Conduct performance appraisals and identify training needs
• Implement sales training programs with HR

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Business Development, Marketing, and Sales

Industries

• Packaging and Containers Manufacturing

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