Job Description

Are you in for a big challenge, like contributing to the success of new global company? Epiroc is the company demerged from Atlas Copco in April 2018, with shareholders\' and stock exchange approvals. Epiroc is a leading global productivity partner to the mining, infrastructure, and natural resources industries. Epiroc stands for innovation, commitment, and collaboration, which is the speed to market & industry leadership; the passion to help customers succeed and a close partnership for deep understanding of the needs. We clearly aim to be our customers\' first choice.

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A Territory Manager / Key Account in an organization are those accounts, which are important for the organization from both business and strategic point of view. The Key Accounts are important pillars for sustainability of the organization and require nurturing with utmost care and caution.

The job role and responsibilities of Key Account Manager (KAM) comprises of; but not limited to:

• Territory Management / Key Account Management is a process that helps sustain and expand relationships with important key accounts and will work closely with multiple business verticals, in order to maintain and further develop the relationships with the key accounts.
• Territory Management / Key Account Management also known as strategic account management is responsible for the achievement of KPIs both quantitative and qualitative relevant to key accounts.
• Territory Management / Key Account Management is a strategic approach distinguishable from account management or key account selling and should be used to ensure the long-term development and retention of strategic customers.
• A Territory Management / Key Account Management process is required to manage Key Accounts, which may require more nurturing, di\xef\xac\x80erent skills and utmost attention than other accounts.
• Territory Management / Key Account Management is appropriate to several types of relationships but is most clearly manifest when supplier and customer have a mutually recognized partnership and a degree of trust.
• There are often mismatches between the way suppliers and customers perceive each other and their relationship, so careful communication and vigilance are vital.
• Regular monitoring of the profitability of individual customers by suppliers provides crucial information but is quite rare because customer profitability is difficult to measure.
• Strategic account managers need a broad portfolio of business management skills to deal with interdependent or integrated customer relationships.
• Role is to retain top customers and nurture those key relationships over time. Ideally, they become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit.
• Territory Management / Key Account Management is a long-term strategy that can deliver significant value over time.

Other Responsibilities

Territory Management / Key Account Managers have a big job. They not only need top-notch selling skills but also strong leadership, communication, and management chops.

Speci\xef\xac\x81c Job description:

• The person will be responsible for sales of Epiroc Mining Drilling Equipment, Parts and consumables in the assigned territory under Kolkata region, direct as well as through the distributors.
• The person will be responsible for Sales development, with major focus on Major Key accounts, Private and Institutional sector of Hydropower, Railway/Traffic Tunnels, Mining, Quarrying and Exploration Market within the territory.
• The person is expected to achie the set target for Equipment sales and consumables.
• Close monitoring of all Contractors having establishment and working within the territory. Maintain existing customers and find out opportunities for new references. Ensure maximum market share for Epiroc class of rigs within projects owners/contractors. Clear focus on key accounts, Private and Institutional customers & developing them.
• Grow and retain market share with existing customers and develop new customers / key accounts.
• The person will be responsible for getting required visibility & market share in market, create good references.
• Initiate, develop and implement sales plans and strategies for all the Equipment as per the Market.
• Initiate, Identify and Develop new business opportunities, upgrade customers with the latest, more productive machines.
• Strong Distributor Management Skills. Utilize their strengths in reaching out to a broader market in view to increase our market and customer share.
• Lead from front to enter the new markets and counter competition.
• Strong commercial attitude and keeping receivables and liabilities under strict control.
• Gather competitor information, evaluate and analyze information about the trends, develop and maintain customer relationship and loyalty through visits, telephone calls and correspondence for e\xef\xac\x80ective Territory Management / Key Account Management.
• Track performance of Equipment which are in operation (Epiroc and Competition).
• Mapping of business potential, product segmentation and creation of customer database. Chalk out short term and long-term action plan, review and chase on a regular basis.
• Track the market shares for Epiroc Equipment (orders won-lost) within the territory.
• Consult and support Regional Manager in submitting proposal details such as pricing, type of product, application etc.
• E\xef\xac\x80ective communication/co-ordination with Product Marketing Team in Pune.
• Participate in seminars, exhibitions and contribute to other sales/marketing activities. High amount of Travel will be needed for this position.

Qualification, Skills, and Experience:

• Graduate in Mining/Mechanical Engineering.
• Postgraduate in Sales / Marketing Management would be an advantage.
• Professional working experience of minimum 6 to 8 years in front-line sales having exposure to promote & market products pertaining to Hydropower, Mining & Construction segment.
• The person should have thorough knowledge of Hydropower, Tunnelling and Mining application.
• The person should be able to speak Hindi & English. Relevant local languages/dialects will be an added advantage.

Key competencies required for this role:

• Communication - At the top of the list is communication. As the liaison for the customer and the rest of the company, the TM/KAM has to excel at communicating in person, over the phone, via email, and across teams.
• Territory Management / Key Account Management is a strategic part of the organization -not just sales. So, the TM/KAM will likely have contact with each level of the business to ensure the customer\'s needs and expectations are properly met.
• TM/KAM can streamline their communications by mapping out their key accounts in identifying the right people to contact. Identify the fastest path to sale, share account updates, and track touchpoints all on one platform.
• Company and customer expertise - One of the primary goals of Territory Management / Key Account Management is to nurture strategic relationships with top accounts, so a TM/KAM must possess an in-depth knowledge of the company and its customers. This expertise allows them to identify the best opportunities for growth and service to the client.
• This expertise is particularly important because key accounts expect customized service. In other words, key customers typically don\'t buy \xe2\x80\x9co\xef\xac\x80 the shelf\xe2\x80\x9d products. Instead, the TM/KAM needs to curate custom o\xef\xac\x80erings tailored to the customer\'s speci\xef\xac\x81c needs.
• To do this, the TM/KAM has to understand each part of the business and be able to communicate e\xef\xac\x80ectively to build bespoke o\xef\xac\x80ers. When the TM/KAM understands the account\'s strategy, market position, budget, and goals, they can develop better o\xef\xac\x80ers that deliver greater value to both the client and the business.
• Strategic perspective - TM/KAMs need to have a strategic perspective that goes beyond short-term gains. They must be able to juggle many moving parts and orchestrate deals and long-term plans that align with a mutually bene\xef\xac\x81cial strategy.
• While strong selling skills are important, Territory Management / Key Account Management prioritizes the long-term relationship over short-term transactions.
• Skilled negotiation - At the end of the day, the TM/KAM\'s goal is to build the lifetime value of their customer. In order to do this, they not only need to sell to the customer but also negotiate terms so both parties end up happy.
• This requires a keen sense of timing, e\xef\xac\x80ective presentation skills, and the con\xef\xac\x81dence to hold their ground and push back when necessary.
• Value-based selling - Long-term success depends on being able to demonstrate value to the customer.
• As a TM/KAM, you need to communicate the value of your o\xef\xac\x80erings both strategically and \xef\xac\x81nancially to your customers.
• This is where understanding the business also comes in handy. TM/KAMs who can curate custom o\xef\xac\x80erings can create more value for their key accounts, helping them to sell more e\xef\xac\x80ectively and retain long-term relationships.

Location:

Kolkata, West Bengal, India

Why should you apply for this position?

A key and responsible position of handling complete business growth in entire Nepal and Bhutan along with few key accounts of West Bengal, which is the major contributor of Kolkata region being a growing market for Hydropower segment. The person will have full exposure to entire industry of the territory and will have the opportunity of self-development while having frequent dealing and interaction with all divisions.

The last date of application would be 28th July 2023.

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