Job Description

Role Summary
The Zonal Key Accounts Manager will be responsible for driving business development, relationship management, and project conversions across a designated region. This role requires building strong partnerships with key decision-makers, expanding NITCO's share of business across product categories, and ensuring zonal targets for revenue, margins, collections, and customer satisfaction are achieved.
Key Responsibilities
1. Zonal Account Development & Market Penetration

• Identify and prioritize key accounts across the assigned zone in real estate, hospitality, commercial, and institutional sectors.
• Expand zonal footprint by acquiring new accounts and increasing penetration in high-potential markets.
• Conduct regional market intelligence on projects, competition, and pricing trends.

2. Stakeholder Engagement & Relationship Management

• Build and nurture relationships with zonal-level developers, architects, designers, purchase heads, and contractors.
• Position NITCO's premium portfolio through presentations, samples, and design-led engagements.
• Drive zonal customer satisfaction through regular interactions and business reviews.

3. Sales Growth & Revenue Targets

• Deliver zonal revenue, margin, and collection targets across tiles, marble, and mosaics.
• Enhance share of wallet with existing accounts through cross-category selling and project lifecycle management.
• Ensure timely closures by managing approvals, BOQs, negotiations, and order finalization.

4. Zonal Account Planning & Execution

• Create and implement zonal account strategies with clear KPIs and revenue goals.
• Collaborate with design, logistics, and marketing teams to support zonal accounts with differentiated solutions.
• Maintain robust pipelines and accurate forecasting in CRM.

5. Collections & Commercial Control

• Ensure on-time collections across zonal accounts and reduce outstanding receivables.
• Manage account health by tracking credit risks and ensuring financial compliance.

6. Leadership & Cross-functional Collaboration

• Provide guidance to regional KAMs/ASMs under the zone.
• Act as the zonal representative in national reviews, ensuring regional insights are shared for strategy formulation.
• Work closely with supply chain and finance to meet client commitments.

Key Performance Indicators :

• Zonal revenue and margin growth
• New account acquisition within the zone
• Increase in product approvals and project wins
• Collection efficiency and DSO reduction
• Customer satisfaction and retention within zone

Qualication:

• Graduate in Business / Marketing / Civil Engineering (MBA preferred).
• 8-15 years of B2B/project sales or KAM experience in building materials or allied industries.
• Strong zonal network with architects, developers, contractors, and institutional buyers.
• Proven success in handling multi-location accounts and large projects.
• Strong leadership, negotiation, and interpersonal skills.
• Willingness to travel extensively within the assigned zone.

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