Key Accounts Manager ( Pune )

Job Description

Job Summary:

The Key Account Manager will be responsible for managing NITCO’s most strategic customer accounts in the tiles, marble, and mosaic segments. This role demands a high-impact individual who can build long-term partnerships, identify and convert new project opportunities, and ensure account-level profitability, collections, and delivery excellence.

Key Responsibilities:

1. Strategic Account Identification & Segmentation

• Identify, develop, and nurture key accounts in the real estate, hospitality, commercial, and institutional sectors that align with NITCO’s premium positioning.
• Prioritize accounts based on volume potential, design relevance, margin contribution, and strategic value.
• Conduct tiered account segmentation to define differentiated engagement and resource allocation strategies.
• Continuously scan the market for new high-potential accounts and projects, driving deeper penetration across regions.

2. Relationship Management & Stakeholder Engagement

• Establish and manage relationships with key decision-makers: promoters, architects, interior designers, purchase heads, project consultants, and contractors.
• Act as the face of NITCO to key accounts, promoting our design collections, innovations, and technical strengths.
• Drive regular interactions, presentations, and co-creation discussions to ensure alignment with project aesthetics and budgets.
• Conduct joint business reviews with top accounts, aligning mutual goals and tracking satisfaction.

3. Sales Growth and Share of Wallet

• Drive cross-category sales across NITCO’s product lines: tiles (floor/wall), natural and engineered marble, and mosaics.
• Increase share of wallet within existing accounts by identifying new sites, renovation cycles, and opportunity areas.
• Own and drive the project lifecycle from inquiry to delivery, ensuring product approvals, mock-ups, samples, BOQ finalization, and order closure.

4. Account Planning & Strategic Execution

• Develop and execute customized key account plans that outline targets, timelines, decision workflows, and product focus.
• Leverage design and marketing resources to provide differentiated client experiences.
• Liaise with supply chain and logistics to ensure on-time, in-full deliveries, especially for time-sensitive project phases.
• Maintain updated pipelines, forecast accuracy, and conversion metrics in CRM.

5. Collections and Financial Controls

• Ensure timely collection of payments, especially from large-scale project clients with complex invoicing structures.
• Maintain account health by proactively managing credit risks, reconciliations, and overdue follow-ups.
• Work closely with the finance and commercial team to track receivables and resolve outstanding issues.

6. Internal Collaboration and Execution Excellence

• Work cross-functionally with design studio, plant dispatch teams, regional sales managers, and customer care to fulfill client commitments.
• Act as the internal voice of the customer, ensuring project and product teams are aligned with expectations.
• Share market intelligence on competition, design trends, pricing shifts, and upcoming projects to inform strategy.

Key Performance Indicators :

• Growth in revenue and margin from key accounts
• Increase in share of wallet across product categories
• Number and value of new account acquisitions
• Collection efficiency and reduction in Days Sales Outstanding (DSO)
• Customer satisfaction and retention scores
• Product approvals and project wins in pipeline
• CRM adoption and account plan execution score

Qualification :

• Graduate in Business / Marketing / Civil Engineering. MBA preferred.
• Minimum 7 years of experience in B2B/project sales or KAM.
• Strong connect with architects, developers, interior consultants, and procurement teams.
• Demonstrated success in project-based selling and long sales cycles.
• High levels of ownership, interpersonal skills, and stakeholder influence.
• Ability to travel and manage multiple project locations simultaneously.

Skills