Key Account Manager

– Key Account Manager (Corporate Sales & Account Management)

Position

Key Account Manager (KAM)

Department

Sales & Business Development

Job Purpose

The Key Account Manager is responsible for identifying, acquiring, managing, and growing assigned corporate and institutional customers within the allocated territory. The role focuses on building long-term business relationships, ensuring superior customer service, driving repeat business, and achieving the assigned sales and profitability targets.

Key Responsibilities

1. Business Development

• Identify and acquire new corporate customers within the assigned territory and industry segments.
• Generate business opportunities through direct meetings, networking, referrals, and market intelligence.
• Develop and execute customer acquisition plans to achieve business growth.
• Conduct product presentations and demonstrations to prospective customers.
• Negotiate commercial terms in line with company policies.

2. Key Account Management

• Serve as the primary point of contact for all assigned corporate customers.
• Build strong, long-term relationships with decision-makers and key stakeholders.
• Understand customer requirements and recommend suitable products and solutions.
• Prepare annual business plans and growth strategies for key accounts.
• Ensure timely resolution of customer concerns and service-related issues.

3. Customer Service & Retention

• Deliver a high level of post-sales support to ensure customer satisfaction.
• Coordinate with internal departments (Operations, Supply Chain, Production, Finance, Logistics, Technical, etc.) to ensure timely order execution.
• Conduct regular customer review meetings to assess satisfaction and identify opportunities for improvement.
• Implement customer retention strategies to maximize repeat business and contract renewals.
• Maintain customer satisfaction levels as per company standards.

4. Sales & Revenue Management

• Achieve monthly, quarterly, and annual sales and collection targets.
• Drive revenue growth through repeat orders, product expansion, and cross-selling opportunities.
• Monitor account profitability and recommend strategies for margin improvement.
• Forecast sales accurately and maintain a healthy sales pipeline.
• Ensure timely payment collections in coordination with the Finance team.

5. Market Intelligence

• Monitor market trends, competitor activities, pricing, and customer requirements.
• Identify new business opportunities and emerging market segments.
• Share customer feedback and market insights with management to support product development and business strategy.

6. Reporting & Documentation

• Maintain accurate customer records in the CRM system.
• Submit weekly and monthly sales reports, visit reports, pipeline updates, and account plans.
• Track key account performance against agreed KPIs.
• Ensure compliance with company policies and contractual commitments.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual sales targets.
• Number of new corporate customers acquired.
• Revenue generated from assigned accounts.
• Customer retention rate.
• Growth in business from existing customers.
• Customer satisfaction score.
• Collection efficiency and reduction in outstanding receivables.
• Number of customer meetings conducted.
• CRM data accuracy and reporting compliance.
• Gross margin achieved from assigned accounts.

Qualifications

• Bachelors degree in Business Administration, Agriculture, Marketing, Commerce, or a related field.
• MBA (Marketing/Sales) preferred.

Experience

• 2–3 years of experience in Corporate Sales, B2B Sales, Institutional Sales, or Key Account Management.
• Experience in handling corporate or institutional customers is preferred.
• Experience in the agriculture, horticulture, irrigation, plastics, industrial products, or allied sectors will be an added advantage.

Required Skills

• Strong corporate sales and negotiation skills.
• Excellent relationship management and customer service orientation.
• Business planning and account development.
• Strong communication and presentation skills.
• Problem-solving and conflict resolution.
• Commercial acumen and analytical ability.
• CRM proficiency and Microsoft Office skills.
• Ability to work independently and manage multiple key accounts.
• Willingness to travel extensively.

Key Competencies

• Customer Centricity
• Result Orientation
• Relationship Building
• Business Development
• Negotiation Skills
• Strategic Thinking
• Accountability
• Team Collaboration
• Planning & Execution
• Communication Excellence