KEY Account Manager - Key Accounts (Automotive Lighting Business)

Varroc; Gurugram District, Chennai; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Varroc in Gurgaon is seeking an experienced Business Development professional for Automotive Lighting to identify opportunities and build OEM relationships. You will lead opportunities from initial engagement through RFQ and business nomination, ensuring profitable new lighting business.

The role demands 15–20 years in automotive lighting, strong OEM contacts, and hands-on RFQ/negotiation experience, with travel across the region expected.

Qualifications

• 15–20 years of Automotive Lighting industry experience
• Exposure to 2W/4W OEMs / customers (MANDATORY)
• Strong OEM/customer contacts
• Proven track record of winning new business
• Experience taking opportunities from engagement through RFQ to nomination
• Strong technical-commercial understanding
• Willingness to travel across the assigned geography

Responsibilities

• Identify and develop new automotive Lighting business opportunities within the assigned region.
• Build and maintain a qualified pipeline across existing and new OEM customers.
• Identify upcoming vehicle platforms, new models, facelifts, localization opportunities and new Lighting requirements.
• Develop customer-specific pursuit plans for priority opportunities.
• Drive opportunities from initial customer engagement through RFQ and business nomination.
• Lead the commercial coordination of RFQs and RFIs received from assigned customers.
• Coordinate Engineering, Costing, Finance, Operations, Program Management, Quality and Supply Chain inputs.
• Ensure timely submission of technically and commercially competitive proposals.
• Drive opportunities toward business nomination or order award.

Skills

Automotive Lighting Industry

OEM/Customer relationships

New business wins

RFQ to nomination

Technical-commercial understanding

Senior customer management

OEM ecosystem knowledge

Willingness to travel

Education

BE / BTech

MBA in Marketing with Automotive background

Job description

JOB PURPOSE

To identify, develop and convert new automotive Lighting business opportunities in the assigned geography and customer portfolio by building strong OEM relationships, identifying upcoming vehicle programs and RFQs, and leading opportunities through commercial evaluation, negotiation and business nomination.

The role will work closely with Lighting Engineering, Program Management, Costing, Finance, Operations, Quality and Supply Chain teams to secure profitable new Lighting business for Varroc

PRINCIPAL ACCOUNTABLITIES

New Business Acquisition

• Identify and develop new automotive Lighting business opportunities within the assigned region.
• Build and maintain a qualified pipeline across existing and new OEM customers.
• Identify upcoming vehicle platforms, new models, facelifts, localization opportunities and new Lighting requirements.
• Develop customer-specific pursuit plans for priority opportunities.
• Drive opportunities from initial customer engagement through RFQ and business nomination.

Customer Development and Relationship Management

• Build and maintain strong relationships with key stakeholders within target OEMs.
• Develop relationships across Purchase, Engineering/R&D, Product Planning, Program Management and other relevant customer functions.
• Establish early visibility of upcoming customer programs and sourcing opportunities.
• Strengthen Varroc's access and positioning with customers where Lighting business is limited or absent.
• Act as the primary Business Development interface for assigned customers during the business-acquisition stage.

Opportunity and Platform Management

• Map customer vehicle platforms and future sourcing opportunities.
• Maintain visibility of opportunity value, RFQ timing, competition, customer requirements and expected nomination timelines.
• Prioritize opportunities based on strategic fit, business potential, technical feasibility and profitability.
• Maintain a structured opportunity pipeline and regularly review progress with the Business Development Head.

RFQ to Business Nomination

• Lead the commercial coordination of RFQs and RFIs received from assigned customers.
• Coordinate Engineering, Costing, Finance, Operations, Program Management, Quality and Supply Chain inputs.
• Ensure timely submission of technically and commercially competitive proposals.
• Coordinate internal business-case reviews covering pricing, product cost, tooling and development cost, investment, volume assumptions, capacity, commercial terms, profitability and key risks.
• Lead customer commercial discussions and negotiations within the approved authority matrix.
• Drive opportunities toward business nomination or order award.

Commercial and Business Case Management

• Develop commercially viable proposals in coordination with internal teams.
• Understand customer target pricing and competitive positioning.
• Support pricing strategy and negotiations for new business opportunities.
• Ensure commercial commitments are aligned with internal approvals.
• Escalate major commercial deviations or investment requirements to the appropriate authority.

Market and Competitor Intelligence

• Track automotive Lighting market developments within the assigned region.
• Monitor competitor presence, customer sourcing strategies and major business movements.
• Track upcoming OEM platforms and technology changes relevant to Lighting.
• Identify opportunities arising from localization, new technologies or changes in customer sourcing strategy.
• Provide regular market and competitor inputs to the Business Development Head and relevant internal teams.

Cross-functional Coordination

• Work closely with Lighting Engineering, Program Management, Operations, Costing, Finance, Quality and Supply Chain teams during business acquisition.
• Ensure clear ownership and timelines for actions required to progress opportunities.
• Escalate internal constraints that could affect quotation, customer commitment or business conversion.
• Facilitate management and customer reviews for strategic opportunities where required.

Business Handover

• Ensure a structured handover of awarded business to Program Management and the relevant Lighting plant or business team.
• Document commercial assumptions, customer commitments, timelines and key risks during handover.
• Continue to support strategic customer discussions during transition, where required.
• Avoid becoming the routine owner of post-SOP account administration unless specifically assigned.

EDUCATION / QUALIFICATION

• Minimum Qualification required: Graduate BE / BTech (MANDATORY)
• Qualifications preferred: MBA in Marketing with Automotive background

WORK EXPERIENCE

• Minimum: 15-20 years of Automotive Lighting Industry experience with exposure to 2W/4W OEMs / Customers (MANDATORY)
• Exposure to Metallic, Electrical-Electronic-Lighting-ADAS-EV auto components (PREFERRED)

CRITICAL REQUIREMENTS

• Automotive Lighting industry experience.
• Strong existing OEM/customer contacts relevant to the assigned geography and portfolio.
• Proven track record of personally winning new business.
• Experience taking opportunities from customer engagement and RFQ through business nomination.
• Strong technical-commercial understanding.
• Ability to independently manage senior customer relationships.
• Strong understanding of the OEM/customer ecosystem in the assigned geography.
• Willingness to travel frequently across the assigned customer base..

POSITION REPORTS TO - Head - Business Development

RELOCATION - Outstation Candidates will have to RELOCATE to GURGAON / CHENNAI [based on your application] will be eligible to avail the Re-location Policy.