Regional Key Account Manager

Vbeyond Corporation; Mumbai; On-site; INR 1,200,000 - 1,600,000; Full time

Job summary

Armstrong is seeking a Regional Key Account Manager (RKAM) in Mumbai to drive regional sales, foster executive relationships, and execute global account strategies. The role collaborates with GKAM, engineering, product management and supply chain to deliver growth and technology adoption across key accounts.

The RKAM will lead regional forecasting, contract support, VOC collection and market intelligence to translate global objectives into regional plans and ensure strong customer outcomes.

Qualifications

• Experience in regional key account management across multiple stakeholders.
• Ability to map stakeholders and develop account plans (LAMP).
• Proven track record in driving sales growth and technology adoption.

Responsibilities

• Build and maintain relationships with regional decision-makers and executives.
• Develop and maintain Large Account Management Plans (LAMP).
• Map key stakeholders across procurement, engineering, product management and operations.
• Forecast regional product volumes, timelines and service requirements.
• Coordinate with supply chain and regional teams to ensure timely delivery.
• Promote Armstrong technologies and solutions to expand adoption.

Skills

Key Account Management

Sales Strategy

Stakeholder Management

Channel Development

Forecasting

Job description

Job Description Regional Key Account Manager (RKAM)

**Position:** Regional Key Account Manager (RKAM)

**Reporting To:** Country / Territory Sales Director

Role Overview

The Regional Key Account Manager will be responsible for executing global key-account strategies within the assigned region. The role will involve developing strong relationships with regional customer stakeholders, identifying business opportunities, driving sales growth and increasing adoption of Armstrong's technologies and solutions.

The role requires close collaboration with the Global Key Account Manager (GKAM), sales teams, product management, engineering, operations, supply chain and other internal stakeholders.

Key Responsibilities

1. Regional Key Account Management

• Build and maintain strong relationships with regional decision-makers, senior executives and operational leaders.
• Develop and maintain Large Account Management Plans (LAMP) for assigned accounts.
• Map key stakeholders across procurement, engineering, product management and operations.
• Identify regional sales opportunities and areas for technology adoption.
• Develop account-specific action plans to increase customer engagement and business growth.
• Work with MPS (Modular Products and Solutions) and Offering Managers to develop solutions aligned with customer requirements.

2. Global Key Account Collaboration

• Act as the primary regional contact for assigned global accounts.
• Work closely with the GKAM to ensure regional activities are aligned with the global account strategy.
• Participate in joint customer meetings, regional visits and strategic negotiations.
• Provide regional market insights and facilitate introductions to key local stakeholders.
• Translate global account objectives into actionable regional strategies.
• Identify opportunities to expand the account and increase technology adoption.

3. Forecasting, Order Management & Supply Chain

• Develop accurate regional forecasts covering product volumes, timelines and service requirements.
• Coordinate with sales enablement, supply chain, operations, SIOP and inventory teams to ensure timely product and service delivery.
• Manage agreements involving dedicated inventory and clarify cost and inventory responsibilities.
• Proactively address supply-chain constraints and identify alternative solutions where required.
• Prepare and regularly update monthly product forecasts based on historical and future customer demand.

4. Contracting & Negotiation

• Support local contract negotiations, amendments and addendums under global framework agreements.
• Provide market intelligence to support pricing, commercial terms and contractual decisions.
• Work closely with the GKAM and legal teams on customer agreements.
• Maintain accurate CRM records covering customer interactions, forecasts and contract changes.

5. Voice of Customer & Market Intelligence

• Regularly collect customer feedback on product performance, service quality and market requirements.
• Share Voice-of-Customer (VOC) insights with GKAM, engineering, product and supply-chain teams.
• Monitor market trends, competitor activities and emerging business opportunities.
• Convert market intelligence into actionable account strategies.

6. Regional Team Collaboration & Development

• Collaborate with local sales, customer service, operations, order fulfilment and other functional teams.
• Conduct internal meetings and training sessions related to account strategies and best practices.
• Coach and mentor local sales teams on global account requirements and regional initiatives.
• Identify regional accounts with potential to become global strategic accounts.

7. Technology Selling & Adoption

• Develop relationships with key stakeholders across sales, account management, product management and engineering within customer organizations.
• Understand customer challenges, business priorities and technical requirements.
• Conduct ongoing Voice-of-Customer activities in collaboration with Armstrong's Offering Management and Engineering teams.
• Promote relevant Armstrong technologies and solutions, including energy-efficiency, optimization, uptime and advanced pumping solutions.
• Identify opportunities to transition customers from existing products to newer technologies.
• Develop structured technology-conversion plans within the LAMP and track progress against agreed objectives.

8. Operations & Customer Performance

• Develop strong relationships with customer sourcing and operations stakeholders.
• Monitor key performance indicators such as On-Time Delivery (OTD), Lead Time and inventory availability.
• Conduct regular operational performance reviews with internal Armstrong teams.
• Facilitate joint problem-solving between Armstrong and customer operations teams.
• Drive root-cause analysis and corrective actions for operational issues.
• Maintain action plans with clear ownership, timelines and expected outcomes.

9. Reporting & Strategic Initiatives

• Provide regular reports to the GKAM and regional leadership covering account status, sales forecasts, achievements, challenges and opportunities.
• Maintain accurate and timely CRM documentation.
• Coordinate regional customer visits, marketing initiatives, trade shows and industry events.
• Facilitate strategic customer engagements involving the GKAM and other Armstrong stakeholders.
• Represent regional customer requirements internally and coordinate with finance, legal, supply chain and other functions.

10. Collections Management

• Work with regional finance and collections teams to monitor customer payment cycles.
• Identify and resolve collection issues that could impact cash flow.
• Ensure timely resolution of outstanding payment-related issues.

11. Sales Channel Development

• Develop regional leverage-sales strategies for assigned global OEM accounts.
• Identify opportunities to integrate Armstrong products into customer distribution and service channels.
• Work with local sales leaders to expand branch, distribution and service-channel opportunities.
• Coordinate with customers and internal teams to establish effective supply-chain and distribution processes.
• Monitor channel performance and identify opportunities for additional sales growth.
• Provide channel insights to support the broader global account strategy.

We are looking for an Account Manager from Chiller Organizations with experience in OEM Account Management.