Regional Accounts Manager - Mumbai

Rentokil Initial; Mumbai; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Rentokil Initial Mumbai is seeking a Regional Account Manager to oversee Tier-2 customers, managing full lifecycle, sustaining top accounts, and winning new ones. The role reports to the Vice President - Customer Experience and requires collaboration across internal teams and external stakeholders.

Key responsibilities include achieving sales targets, driving revenue growth, identifying upsell opportunities, building strategic account plans, and ensuring exceptional client service.

Qualifications

• Bachelor's degree with 8–10 years in front-line B2B sales or account management.
• Fair knowledge of the geography of the base location.
• Good working knowledge of MS Office.

Responsibilities

• Meet or exceed sales targets for assigned key accounts.
• Identify upsell and cross-sell opportunities within key accounts and grow client portfolio.
• Network with key customers to address needs and improve business development.
• Develop and execute strategic account plans to achieve revenue and satisfaction goals.
• Be the voice of the customer, communicating needs and feedback to internal teams.
• Identify and manage risks within key accounts and create contingency plans.
• Stay informed on industry trends and competitor activities to inform strategy.
• Collaborate with marketing, product development, and customer support to ensure seamless service.

Skills

Interpersonal skills

Customer relationship management

Collaborative leadership

Problem solving

Analytical skills

Customer management

Cross-functional teamwork

Education

Bachelor's degree or equivalent

Tools

MS Office

Job description

About the Role:

• The Regional Account Manager is responsible for managing the Tier-2 customers for the assigned location. He is responsible for managing the entire life-cycle of the existing customers of the sector assigned and winning new ones, individually taking responsibility for the top customers and prospects.
• The incumbent will report to the Vice President - Customer Experience. The incumbent will have to work as part of a multi-functional team and this involves collaboration with the internal team and external stakeholders.

Job Responsibilities:

• Responsible for meeting or exceeding sales targets as per assigned key accounts. By delivering value and aligning his offerings with the client's business objectives, he should contribute significantly to the company's overall sales success.
• Driving revenue growth in assigned key accounts. This involves identifying upselling and cross-selling opportunities within key accounts, introducing new products or services, and exploring ways to increase the client's portfolio within the organization.
• Networking with key customers to identify and address specific needs related to business development and service improvement. The primary objective of a KAM is to ensure the utmost satisfaction of key clients. By understanding their needs, providing exceptional service, and promptly addressing any concerns, aim to foster long-term relationships that lead to client retention and loyalty.
• Developing and executing strategic account plans is an essential objective. These plans outline the steps he will take to achieve mutual goals, such as revenue growth, customer satisfaction, and market expansion.
• Being the voice of the customer within the organization is a critical objective. By effectively communicating to the client's needs, challenges, and feedback to relevant teams, he should advocate for improvements and tailor solutions that enhance the client experience.
• He should identify and manage potential risks within key accounts. This involves proactively addressing issues that may arise and developing contingency plans to minimize negative impacts on the client relationship.
• Keeping abreast of industry trends, market dynamics, and competitor activities. This objective allows him to identify opportunities and potential threats, ensuring the incumbent stays one step ahead in client interactions
• Directing the conceptualization & implementation of competitive strategies for driving profitable business volume and strategic objectives in assigned accounts
• Collaboration with various internal teams, including marketing, product development, and customer support, is essential. The objective is to ensure seamless service delivery and a unified approach to meet client needs effectively.

Key Result Areas:

• New business development. Build a healthy pipeline of Tier-2 customers and work to a plan to get them on board.
• Generate new sales from existing and new customers as per the Monthly, Quarterly and yearly target
• Meet the customer acquisition target of 100%
• Retention of assigned regional accounts of 95% +
• On-time customer contract renewal of 100%
• Price increase from existing customers of 10%
• Manage collection and DSO as per targets set
• Generate farming business from existing and new customers as per the Monthly, Quarterly and Yearly target set

Competencies (Skills essential to the role):

• Strong interpersonal skills.
• Excellent Customer Relationship management skills
• Collaborative leadership style
• Excellent interpersonal skills
• Problem-solving and analytical skills
• Proven track record of customer management and business development
• Ability to work with cross-functional teams

Educational Qualification / Other Requirement:

• Bachelor's Degree (or its equivalent) with overall experience of at least 8 to 10 years across front-line B2B sales, Account Management
• Fair knowledge of the geography in which the position will be based
• Good working knowledge of MS Office

What can you expect from RPCI?

Our values lie at the core of our mission and vision. We believe that it's our people who make our company what it is. We believe in:

• Service
• Relationships
• Teamwork
• Responsibility