Key Accounts Manager

Responsible for leading new business development initiatives for all Fast products in all market segments. Provide technical support to sales team and new product development as per customer needs.

Responsibilities:

1. Develop and implement sales strategies and plans to achieve company sales targets and objectives.
2. Manage a team of sales representatives, providing guidance, coaching, and support to drive their performance and meet sales goals.
3. Build and maintain relationships with key clients, identifying new business opportunities and expanding the customer base.
4. Monitor market trends, competitor activities, and customer needs to identify areas for growth and develop sales strategies accordingly.
5. Set sales targets, track sales performance, and analyze sales data to assess progress and make informed decisions.
6. Collaborate with marketing and product teams to align sales efforts with marketing campaigns and product launches.
7. Conduct sales presentations and negotiations, addressing customer inquiries, and closing sales deals.
8. Forecast sales projections and prepare sales reports for management, providing insights and recommendations for improvement.
9. Stay up to date with industry trends, market developments, and best practices in sales management.
10. Ensure compliance with company policies, sales processes, and ethical standards.
11. Develop company’s new business development strategy to expand new clientele.
12. Develop monthly/quarterly/yearly business plan for all segments based on market intelligence gathered through contacts, meetings, market visits etc.
13. Identify and keep track of new business opportunities from all market segments.
14. Undertake project site visits on regular basis for ongoing activities and identifying new business potential.
15. Identify new market and customer needs to improve sales.
16. Participate in exhibitions, conferences, and other PR activities for business development.
17. Ensure a database of all key clients, contractors, consultants, and their key personnel is properly updated and maintained.
18. Ensure that BD teams build a healthy relationship with all FAST clients, contractors etc.
19. Maintain close liaison with all potential clients, contractors, consultants, plants to lead new business development.
20. Offer pre-sale services to customers to help win opportunities and ensure lighting solutions, ROI calculations and lighting audits are submitted to customers in a timely manner.
21. Identify new product development based on customer needs and maintain close coordination with the product team.
22. Coordinate with the product team and play an active role in defining product strategies; sign off on product strategy documents and technical specifications for development.
23. Develop and implement product marketing strategies to promote the company's products.
24. Coordinate with the marketing team to create promotional materials and campaigns.
25. Conduct market research to identify opportunities for product marketing.
26. Facilitate monthly trainings as per HR calendar.
27. Organize and conduct product-specific trainings, including but not limited to lighting design trainings.
28. Ensure that the sales team is well-versed in the features and benefits of each product.
29. Develop training materials and resources to support product knowledge.
30. Conduct regular performance meetings with immediate staff.
31. Ensure performance evaluations of all team members are conducted on merit as per the KPI achievements and attributes.
32. Develop a successor for himself and ensure succession planning for all key positions in the BD department.

Knowledge, Skills and Abilities:

• Business acumen
• Current technical product knowledge
• Understanding of selling process
• Understanding of market dynamics
• Customer service skills
• Negotiation skills
• Quantitative and analytical skills
• Forecasting, planning and reporting skills
• Problem solving skills
• Written and verbal communication skills
• Managerial skills including team management
• Initiative, achievement & result orientated approach
• Emotional intelligence
• Conflict management capabilities
• Coaching and mentoring capabilities
• Strategic & logical thinking
• Demonstrated leadership