Strategic tie-ups with the present & upcoming accounts across the Region / Country-
The main role of the KAM would be to open up new accounts across the region/country. Negotiate, seek approvals and settle the annual agreements as per the guidelines of the division. Building data base on the key accounts
Strategy per key account –
Preparation of strategy (annual), seek approval for the same and ensure its implementation
Pre sales activities like visiting sites/stores to understand the requirement & for concept selling
Understanding of account in terms of their expansion plan, focus, strategy to approach the market, value proposition.
Giving inputs for our business plan based on the customers growth/expansion plan
Sales Budgeting/Achievement for key accounts-
KAM develops an annual budget for all the accounts, which is in line with the organisations business growth plan.
Monthly reviews on the performance of the accounts
Maximizing Sales from the present key accounts and conduct regular review meetings-
KAM to review the sales and maximize the sales .He shall Conduct structured review meetings with the Key influencers of that Accounts
Providing Value Added Service by suggesting innovative Lighting Designs & support for timely project completion/installation
Ensure from the key accounts over a period of time
to ensure maximum profitability while Negotiating the rates
Ensuring all payment procedures (Timely bill submission) are aligned for timely payment by the key accounts.
Ensure account reconciliation’s on a month-to-month basis.
Obtaining Balance confirmations
Organizing technical sessions for the Architects, Consultants (Interior, Electrical, MEP) , potential End Customers to influence decisions
Keep customer posted about the new products & their application, Organizing Mock-ups
Training the project team design team of the customer
Competition Tracking & reporting -
Keeping close watch & reporting competitor activity & threats in terms of New Products, Technologies, services etc.
Updating Project Enquiry Bank
Timely Submission of Reports
After Sales Services-
Conducting the service audits for long term relationship
Key Performance Indicators
Key Account Management
Sales & Debtors Management