Key Accounts Manager

Crescent Foundry; Kolkata District; On-site; INR 1,000,000 - 2,000,000; Full time

Job summary

Crescent Foundry is seeking a Key Account Manager to own relationships with major OEM customers and channel partners. You will align Crescent's plants, engineering, quality and logistics teams to deliver on strategic growth plans.

Focus initially on material handling, construction equipment and agricultural OEMs in Europe and Far East Asia, with opportunities to expand share of wallet and launch new programmes.

Qualifications

• Experience managing OEM accounts.
• Knowledge of RFQ processes and pricing negotiations.
• Familiarity with SAP/CRM data and reporting.

Responsibilities

• Account strategy: build annual plans, map customer orgs, track programs, pursue new opportunities, monitor competition.
• Commercial management: lead RFQ responses, negotiate pricing/terms, own account P&L, manage routes to market.
• New product development: coordinate sample development, PPAP, design-for-casting inputs, track approvals and ramp-up.
• Customer service and operations: coordinate forecasts, schedules and call-offs, drive on-time delivery, resolve issues with quality/logistics.
• Reporting: maintain data in SAP/CRM, monthly target vs actuals, coach juniors for Senior KAM role.

Skills

Account management

Forecasting

SAP

CRM

Negotiation

Cross-functional collaboration

Tools

SAP ERP

CRM systems

Job description

Job summary

The Key Account Manager owns Crescent's relationship with a portfolio of major OEM customers and channel partners. You will treat each account as a business: understand its financials, build and run a growth plan, and coordinate Crescent's plants, engineering, quality and logistics teams to deliver on it.

The role will initially focus on material handling, construction equipment and agricultural OEMs in Europe and Far East Asia. You will be expected to grow share of wallet with existing customers and win new part numbers and new programmes.

JOB RESPONSIBILITIES

Account strategy and growth

• Build and execute an annual account plan for each assigned customer, covering volume (tonnes), revenue, margin and new-part targets.
• Map each customer's organisation (purchasing, engineering, quality, supply chain, plant management) and build relationships at every level, up to senior leadership.
• Track customer programmes, platform launches and sourcing cycles to spot opportunities early.
• Identify and pursue new business within existing accounts, including new part numbers, new plants and new regions.
• Monitor competitor activity and pricing in each account and recommend responses.

Commercial management

• Lead RFQ responses: gather drawings and requirements, coordinate costing with engineering and plants, and prepare and present quotations.
• Negotiate pricing, annual agreements, raw-material and freight indexation, payment terms and Incoterms.
• Own the account P&L: tonnage, revenue, contribution margin and receivables.
• Manage commercial routes to market where business flows through distributors, partners or trading companies, protecting Crescent's long-term position with the end customer.

New product development and launch

• Act as the customer's single point of contact through sample development, PPAP or first-article approval, and ramp-up to series production.
• Work with engineering and tooling teams on design-for-casting inputs, weight and tolerance changes, and machining and coating specifications.
• Keep sample and approval timelines on track and elevate risks early.

Customer service and operations

• Coordinate forecasts, schedules and call-offs with planning, plants and the overseas warehouses.
• Drive on-time delivery and resolve supply, quality and logistics issues quickly, including 8D and corrective-action follow-up with the quality team.
• Run regular business reviews with customers covering delivery, quality, cost and upcoming opportunities.

Reporting

• Maintain accurate account data, pipeline and forecasts in SAP and the CRM.
• Report monthly on target versus actual by customer and product unit, with clear explanations for gaps and recovery plans.
• For Senior KAM: manage and coach Account Executives and make sure their work aligns with Crescent's strategy and customer plans.