National Head

Job Description : National Head - OEM + Projects Exp. : 18+ Yrs CTC : Upto 1.20 CR including variable Reporting To : National Sales Head Qualification : MBA in Marketing or a related field. Level : Sr GM / AVP Team size : 20 plus with Regional KAMs structure Location : Delhi Key Points : Project Sales (PAN India) / OEM Business Development / Key Account Management (KAM) / Sales Leadership & Team Management / Strategic Planning & Execution Mandatory : Experience of dealing with OEM clients & Projects Preferred Industry : Building Material / Architectural Product / Building Automation / Paints / Sanitary / Modular Switches / Laminates / Plywood / Furniture Hardware / Adhesives / Construction Chemical / Fittings & Hardware / Cement & Ready mix / Glass Plz Note : We are ONLY looking for candidates who are dealing with OEM Clients into Furniture / Kitchen / Building Construction (MANDATORY) Role Objective : The Natioanl Head - KAM (OEM + Projects) is responsible for overseeing and developing strategies for managing key accounts, fostering strong relationships with key clients, and driving business growth within those accounts. This role requires strategic planning, leadership, and a deep understanding of client needs and market dynamics. Job Responsibilities : 1) Account Management - Account list finalization, account wise planning & target setting (including potential) - Engagement with key executives for these accounts with a structured cadence including in person visits per quarter. - Continuously review the performance of the key accounts and suggest and track corrective actions. - Monitor key account satisfaction, resolve issues, and drive improvements based on feedback. - Addition of new accounts to the Organization. 2) Value proposition for accounts - Creation of value proposition & required price and portfolio packages to extract business from key accounts (with support from category team). - Liase with internal teams to deliver the promised proposition to accounts. - Inputs to category team on NPD / new propositions seen in market or potential. 3) Team build & management - Account allocation to Key account managers & resource allocation. - Define clear KPIs and targets at both individual and account levels. - Propose training schedule for KAMs (actual training to be orchsestrated by HR and content to be supported by marketing). - Assessment of team against defined success criteria. 4) Process & policies - Institutionalize project pipeline recording & monitoring process across KAMs & regions. - Set up review mechanism for the KAM team cadence & dashboards. - Present KAM performance to management in right apex / forums. - Inputs into new policies to be drafted for KAM team / processes.

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