Job Description

Role Name : Key Account Manager (North)

Reporting to : Unit Head-(Sales & Marketing-OEM)

Role Purpose : To Improve customer satisfaction and enhance AIS share of business

Responsibilities Heads :

KRA (Key Result Areas) / KPI (Key Performance Indicators)

Customer Satisfaction :

- Increase customer satisfaction resulting in profitable and sustainable relationship with customer

- Customer vendor rating

- Vendor Awards

- No. of complaints received

- Customer visit

- Closing of open issues as per target(QCDDM)

- VOC meeting

- Customer engagement program

Business Development - To generate new enquiries with the help of existing contacts to increase revenue

- Increase share of business

- No. of RFQs generated(New & existing projects)

- No. of orders finalised (target vs actual) - opportunity sale loss

Sales Forecasting and Control - Mid Term planning

- Annual planning

- Monthly planning, weekly planning

- Sales forecasting accuracy

- Monitoring of industry trend through primary and secondary data

- Timely submission of sales plan

- Monitoring and control of sales plan (CSP)

- Variation in sales plan vs actual

Sales - Achieve sales as per target

- Budgeted sales v/s actual

- Share of business

- Loss in sales

Competitor mapping - TO monitor competitor activities in order to define company strategy and response to customers

- 3C report(company, customer, competitor)

- Competitor share of business

- Competitor activity at customer end (customer visit, PPM, delivery performance etc.)

- Competitor technology & product upgradation

Receivables control - Collection of payment as per agreed terms in order to ensure cash flow

- Customer credit control as per policy

- Payment receipt (plan vs actual)

- Collection of C-forms

- Customer outstanding and overdues

- Bad debt and payment at rest

System adherence - To implement and maintain systems/processes like TS-16949, TQM & ISO-14001

- Order to cash for improved productivity and control

- Number of Non-confirmities (External/Internal)

Requirements :

Knowledge :

- Auto Industry Experience

- Product And Process Knowledge

- Systems of OE Customers

Skills -Customer Relationship Management

Negotiation Skills :

- Communication(written & spoken)

- Proficiency in Computer(MS Office)

- Sales Forecasting

Qualification - BE or MBA(Marketing)

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