Manager - Key Accounts

Job Description

Job Description

Job Summary

The Key Account Manager will be responsible for driving strategic growth across NITCO’s most important project and institutional accounts within the tiles, marble, and mosaic categories. The role requires a commercially driven professional who can build long-term customer partnerships, drive project acquisition, and maximize account profitability through strong relationship management, cross-category selling, and execution excellence.

This role will own the complete account lifecycle—from opportunity identification and product specification through commercial closure, delivery coordination, collections, and account expansion. The Key Account Manager will play a critical role in increasing NITCO’s share of wallet across strategic accounts while ensuring superior customer experience and sustainable commercial outcomes.

Key Responsibilities

1. Strategic Account Development & Growth

• Identify, develop, and manage high-potential strategic accounts across real estate, hospitality, commercial, institutional, infrastructure, and large-format project segments.
• Build structured account development plans aligned to revenue, margin, and long-term growth objectives.
• Prioritize accounts based on business potential, profitability, design relevance, project pipeline, and strategic market importance.
• Continuously identify new business opportunities within existing accounts to drive deeper penetration and incremental growth.

2. Relationship Management & Stakeholder Influence

• Build and maintain strong relationships with key decision-makers including promoters, developers, architects, interior designers, procurement teams, consultants, and contractors.
• Position NITCO as a premium design-led surfaces partner through consultative selling, product presentations, design discussions, and customer engagement initiatives.
• Drive regular account engagement, business reviews, and strategic discussions to strengthen long-term partnerships and customer loyalty.
• Act as the primary face of NITCO for assigned strategic accounts, ensuring strong brand representation and trusted advisor status.

3. Revenue Growth & Share of Wallet Expansion

• Drive revenue growth across assigned accounts through project acquisition, repeat business, and expansion into additional project opportunities.
• Increase share of wallet by identifying new sites, renovation opportunities, product category expansion, and incremental specification opportunities.
• Drive cross-category sales across NITCO’s portfolio including tiles, natural marble, engineered surfaces, and mosaics.
• Own account-level sales performance and delivery against commercial targets.

4. Project Lifecycle Ownership & Commercial Closure

• Own the complete project sales lifecycle from opportunity identification through inquiry management, product approvals, mock-ups, sampling, BOQ finalization, negotiations, order closure, and execution.
• Drive commercial negotiations aligned with margin objectives and company pricing policies.
• Coordinate closely with internal teams to ensure timely execution of commitments across project milestones.
• Ensure smooth conversion from pipeline to realized business through disciplined opportunity management.

5. Collections & Financial Discipline

• Ensure timely collections and proactive receivables management across assigned accounts.
• Maintain strong commercial governance through credit monitoring, payment follow-ups, reconciliation support, and issue resolution.
• Work closely with finance, commercial, and sales leadership to improve account health and reduce Days Sales Outstanding (DSO).
• Drive profitability-focused account management rather than purely revenue-led selling.

6. Internal Collaboration & Customer Execution Excellence

• Collaborate cross-functionally with supply chain, dispatch, design studio, customer support, commercial teams, regional sales, and manufacturing to ensure seamless execution.
• Act as the internal voice of the customer to ensure alignment between client expectations and delivery capability.
• Ensure timely product availability, dispatch coordination, issue resolution, and service excellence for strategic accounts.
• Deliver a differentiated customer experience that strengthens retention and repeat business.

7. Market Intelligence & Strategic Insights

• Track market movements, competitor activity, pricing trends, design preferences, and upcoming project opportunities within assigned account ecosystems.
• Share actionable market intelligence to support product planning, pricing strategy, and business growth decisions.
• Monitor customer behavior and project trends to proactively identify expansion opportunities.

Key Performance Indicators (KPIs)

Commercial Performance

• Revenue achievement vs target
• Margin contribution from assigned accounts
• Collection efficiency
• Reduction in Days Sales Outstanding (DSO)

Account Growth & Expansion

• Growth in share of wallet
• Incremental business from existing accounts
• New project wins within assigned accounts
• Cross-category sales penetration

Pipeline & Conversion Effectiveness

• Qualified opportunity pipeline value
• Project conversion ratio
• Forecast accuracy
• Sales closure cycle efficiency

Customer & Execution Excellence

• Account retention and repeat business
• Customer satisfaction / service responsiveness
• Timeliness of execution and issue resolution

CRM discipline and account planning compliance

Skills