Key Account Manager (KAM)

About the position

Kongsberg Automotive is seeking Key Account Manager (KAM) to join our team in Faridabad, India in our Driveline (DRL) customer segment Sales team. The KAM is responsible for business relationship between DRL India key customers and Kongsberg Automotive. This position manages all aspects of these relationships, by ensuring all transactions between KA and the customer are consistent and communicated with a single voice.

Responsibilities

Responsibilities

• The primary goal of this position is to support and achieve the tactical implementation of the 5-year forecast and KA strategic plan for the Key customer account(s) managed.
• Increase sales of KA DRL segment/products as a part of meeting KA’s strategic objectives and sales plan. Supports vehicle/transmission and volume planning; used as basis for budget/long range planning.
• Help lead Customer Focus Teams to develop customer plans / roadmaps as a guide to increase market share and grow the business in line with Management guidelines.
• Develop Sales & Marketing strategies, which enhance/support new product development and short/medium/long term growth plans.
• Follows the KA (KBD NPI) process for all new business opportunities via "K-Brief", in coordination with the CFT (ensuring the "Must wins", creating action plans and Win strategies)
• Be the primary commercial interface between Customer and KA & build strong customer networks at all levels of the customer org., across all functions.
• Enable KA senior management relationship to be established/maintained between KA and the customer.
• Negotiate prices at customer and prepare/make Quotations, Agreements and Contracts as per KA procedures.
• Establish Win strategies for key business targets – including pricing objectives, key values and KA Unique Selling Points (USPs), ensuring that the commercial proposal satisfies KA fiscal objectives to meet the KPIs.
• Develop and lead the presentation of KA communications to the customers in the designated local region (s).
• Get full understanding of the customer requirements (general and product specific) and support the CFT in identifying the knowledge gaps, communicate the clear expectations from KA.
• Analyze competitor and customer trends; obtain advance information on future customer programs, to help build & execute a robust 5-year Sales plan.
• Review and plan accurate monthly forecasting of assigned account(s), for the assigned periods.
• Drive the EBIT improvement initiatives according to the agreed plans for each customer account(s).
• Support in effective AR management as per targets laid down for each customer account(s).
• Support in timely closure /commercial settlements of Raw Material movements, D&D costs, Tooling Costs, Spot Buys, Premium Freights, Warranty issues, etc.  for designated customer account(s), as per mutual agreements.
• Initiate cost reductions (VAVE programs/workshops) internally and at customer to increase competitiveness
• Ability and inclination to work on additional Customer segments like Off-Highway (Agri & Construction Equipment) customers to replicate all of the above responsibilities.

Requirements

Requirements

Education & Experience

• Bachelor of Engineering or equivalent mandatory; relevant MBA would be an added advantage
• Minimum 12-15 years experience as a Sales/Key Account/Business Development Manager in Indian Pass Cars and Off-Highway industry
• Direct experience in Auto-component assembly Sales to Maruti Suzuki India / Suzuki Motors, Tata Motors, Mahindra & Mahindra, Renault Nissan, Stellantis mandatory. Exposure to JCB, CAT, Escorts, Sonalika and others preferred.

Practical experience and skills:

• Leadership, interpersonal skills, personal drive and initiative in working with cross functional teams to earn trust and team support to meet KA strategic objectives.
• Strong proven track record in Sales to leading India Pass Car and Off Highway OEMs.
• Hands-on experience in commercial negotiations/settlements with Indian OEMs & clear ability for Technical & Value-based Selling mandatory.
• A high degree of personal integrity and confidence.
• Ability to make quick decisions, based on a combination of data driven experience as well as advice from management team/peers.
• Ability to think clearly and react effectively under pressure, while remaining focused on key objectives and strategies.
• Entrepreneurial, results-oriented professional, has demonstrated success in building profitable businesses, where product development & marketing provide unique growth opportunities in the marketplace.
• Good technical acumen with the ability to read and understand technical specifications
• Calculated risk taker, with high degree of drive, pride and achievement
• Experience working in a matrix organization and reporting structure
• Excellent interpersonal skills to work within cross functional teams (locally and with global KA sites) and other functional groups on aligned projects

What we offer

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Application / Contact

If this sounds interesting and likely the right challenge for you, we look forward to receiving your application!

Please register your CV/resume and cover letter.

Within your application, please inform us regarding your notice period and salary expectations.

The applications will be handled on an ongoing basis and the position may be filled before the application deadline date.