Job Purpose
The purpose of this job is to execute the KAM strategy for the country and develop relationship and conduct account management of identified Key Accounts - developers, main cons and painting companies primarily and Architects to have a robust pipeline of projects for the sales team to work on. Ensure 80% of country revenue comes from identified key accounts. Ensure validation of key stakeholders annually (3 years rolling) to validate list of identified Key Accounts and to add/modify as necessary in consultation with BU CE.
Key account management shall be the key to success - account management, assortment, pricing, and tenders, the essential elements for growth. The KAM manager is expected to work with all the stakeholders for ensuring delivery of business objectives and shall implement and execute all enablers (process and tools) and business growth drivers
Key Accountabilities
Execution of strategy to drive business growth, and profitability objectives
Drive business from Key accounts
Pricing Contracts Management
Team Development
Key Activities
- Align to BU strategy and ensure execution of strategic initiatives for delivery of the business objectives Align the team towards the strategy for Key Accounts and set up processes for the team
- Identify, set up, and grow Key accounts as per the defined strategic intent - Key accounts to contribute between 80% of revenues
- Roll out the Key Account organization to drive business with the Key Accounts
- Segment the Key Account customers to provide differentiated service for the customers
- Leverage and grow business from the key customer segments - government, private builders, large contractors and applicators
- Responsible for reviewing, maintaining and extension (wherever required) of the annual price contracts for the Key account customer
- Responsible for building skill and capability across the Key Account team
- Schedule training sessions for the team on CRM
- Establish productivity norms for the team based on customer classification and team evaluation matrices as per BU guidelines
- Drive timely and planned team reviews based on the agreed evaluation matrices
- Track pipeline of projects from existing Key Account on a fortnightly/ monthly basis
- Review and identify new Key account opportunities on a fortnightly/ monthly basis
- Excellent interpersonal and relationship skills with customers and ability to influence sales teams
- Should have the ability to convert Research data and Commercial data into insights and commercial business ideas, and take data driven business calls
- Must be a self-starter, highly organized with strong account management skills; ability to multi-task effectively with cross functional teams and meet deadlines
- Good working knowledge of Microsoft Office skills (Excel, PowerPoint and Word), Must be a self-starter, ability to multi-task effectively with cross functional teams and meet deadlines
- Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
- Prior work experience in B2B environment will be an advantage
- Should be able to travel across the country
- University degree - preferably in Business Administration or similar with 8 to 10 years of experience
Accepting Direction
Accepting Responsibility
Acquiring Information
AkzoNobel is an equal opportunity employer. We are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason, we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In accordance with applicable laws, we prohibit discrimination against any applicant or employee based on any legally-recognized basis, including, but not limited to: race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation, gender identity, age, national origin or ancestry, citizenship status, physical or mental disability, genetic information (including testing and characteristics), veteran status, uniformed servicemember status or any other status protected by federal, state or local law.
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Requisition ID: 27058
AkzoNobel