Key Account Manager

JOB DESCRIPTION

KEY ACCOUNTS MANAGER – INDUSTRIAL SALES

Company: Magna Group

Department: Sales & Marketing

Designation: Key Accounts Manager

Job Location: Visakhapatnam / Hyderabad/Nellore (Based on business requirement)

Reporting To: Head – Sales / Business Head

Employment Type: Full-Time

Experience: 5–10 Years

Salary Budget: 40–50 K

Industry Preference: Industrial Products, Industrial Distribution, Manufacturing, Engineering, Bearings, Lubricants, Electrical Products and Industrial Coatings.

1. JOB PURPOSE

The Key Accounts Manager will be responsible for developing, managing and expanding strategic relationships with major industrial customers across assigned territories.

The position requires a result-oriented professional with strong B2B sales experience, industrial product knowledge, customer relationship management capabilities and the ability to identify new business opportunities.

The primary objective is to increase revenue, improve customer retention, expand product penetration and establish Magna Group as a preferred industrial supply and solutions partner.

2. KEY RESPONSIBILITIES

A. Strategic Key Account Management

• Identify, develop and manage key industrial accounts across assigned territories.
• Build and maintain strong relationships with Purchase Managers, Plant Heads, Maintenance Heads, Production Heads, Engineering Teams and senior management.
• Understand customer requirements, procurement cycles, consumption patterns and business priorities.
• Develop individual account plans for major customers.
• Ensure customer satisfaction, retention and repeat business.
• Conduct regular customer visits and business review meetings.

B. Business Development & Revenue Growth

• Identify new industrial customers and develop business opportunities.
• Generate enquiries, follow up on quotations and convert enquiries into purchase orders.
• Develop existing accounts through cross-selling and upselling of industrial products.
• Identify opportunities for introducing new products and solutions.
• Achieve assigned monthly, quarterly and annual sales targets.
• Develop business opportunities with large industries, OEMs, manufacturing units and project customers.

C. Industrial Product & Technical Sales

• Understand customer applications and recommend appropriate industrial products.
• Coordinate with technical teams and principals for product demonstrations and application support.
• Promote products such as:
• Industrial Bearings
• Industrial Lubricants and Specialty Oils
• Electrical and Industrial Products
• Industrial Protective Coatings
• Engineering and Maintenance Solutions.
• Coordinate product trials, technical presentations and product performance evaluations.
• Communicate technical specifications, product benefits and value propositions to customers.

D. Customer Relationship & Retention

• Act as the primary point of contact for assigned key accounts.
• Resolve customer complaints, product-related concerns and service issues in coordination with internal departments.
• Monitor order fulfilment, delivery commitments and customer satisfaction.
• Ensure timely communication regarding pricing, product availability and delivery schedules.
• Develop long-term customer partnerships rather than focusing only on transactional sales.

E. Commercial & Business Coordination

• Prepare and negotiate commercial proposals, quotations and pricing.
• Coordinate with Accounts, Stores, Logistics and Customer Support for order execution.
• Monitor outstanding payments and coordinate collection follow-ups.
• Ensure adherence to approved pricing, credit limits and commercial policies.
• Monitor gross margins and profitability of assigned accounts.

F. Market Intelligence & Reporting

• Monitor competitor activities, market pricing and industry developments.
• Identify emerging industrial projects and business opportunities.
• Maintain customer databases, sales pipelines and account development plans.
• Submit daily activity reports and weekly/monthly sales performance reports.
• Prepare sales forecasts and participate in management review meetings.

3. KEY PERFORMANCE INDICATORS (KPIs)

The employee's performance will be evaluated based on:

1. Achievement of monthly and annual sales targets.
2. Revenue growth from existing key accounts.
3. Acquisition of new industrial customers.
4. Customer retention and repeat business.
5. Product penetration and cross-selling.
6. Gross margin and account profitability.
7. Outstanding payment recovery and receivables management.
8. Conversion ratio of enquiries into orders.
9. Customer visit effectiveness and relationship development.
10. Accuracy of sales forecasting and reporting.

4. EDUCATIONAL QUALIFICATION

• Bachelor's degree in Engineering, Mechanical, Electrical, Business Administration or Commerce.
• MBA in Marketing / Sales / Business Management preferred.
• Candidates with relevant industrial sales experience and strong market knowledge will also be considered.

5. EXPERIENCE REQUIREMENTS

• 5–10 years of experience in B2B industrial sales or key account management.
• Experience handling large industrial customers, manufacturing companies or OEM accounts.
• Prior experience with authorised industrial distributors, bearing companies, lubricant companies, electrical product suppliers or engineering solution providers will be preferred.
• Demonstrated experience in achieving sales targets and developing strategic customer relationships.

6. REQUIRED SKILLS & COMPETENCIES

• Strong B2B sales and negotiation skills.
• Excellent communication and presentation abilities.
• Industrial market knowledge and technical product understanding.
• Customer relationship and key account management.
• Business development and market mapping.
• Commercial awareness and pricing negotiation.
• Sales forecasting and MIS reporting.
• Working knowledge of MS Excel, PowerPoint and CRM/ERP systems.
• Ability to work independently and achieve targets.

7. PERSONAL ATTRIBUTES

• Result-oriented and commercially driven.
• Professional approach to customer management.
• Strong interpersonal and relationship-building skills.
• Self-motivated with a proactive attitude.
• Ability to manage multiple strategic accounts.
• Willingness to travel extensively within the assigned territory.

8. SUCCESS EXPECTATION

The successful candidate should establish strong relationships with key industrial customers, generate sustainable business growth, improve account profitability and strengthen Magna Group's position as a preferred industrial distribution and solutions partner.