Job Title

The incumbetn should possess 8-10 years’ experience in Direct/Key Account Management of Industrial products.Job dimension: To drive profitable growth for the Primary Metals and Metal Working Segments across North India by managing strategic key accounts, strengthening relationships with decision makers, developing new business opportunities and delivering superior technical and commercial value through TotalEnergies speciality lubricants solutions. Growth: Volume achievement, revenue growth, new business wins Profitability: Margin Discipline Customer: Retention Rate, share of wallet, value delivery Operational: Forecast accuracy, receivables, safety compliance Strategic: Approvals, long term contracts Work Closely with N+1 to develop & deliver Key Account Plans, Engagement plans and Business Development activities.Responsibilities: Own and Manage end to end relationships with major accounts in assigned territory. Develop and execute account-wise business plans, volume projections, share gain roadmaps and pricing strategies. Understand customer pain points and production processes to recommend best fit solutions across the product ranges. Conduct periodic performance reviews with key stakeholders and maintain strong plant leadership connections. Lead new customer acquisition in the segment by identifying high potential clusters Drive conversion of competitor products through value selling, technical demonstration, trials and commercial propositions. Coordinate product trials, technical audits, value in use studies and lubrication surveys with technical service team. Ensure customer SOP’s for lubrication are optimized to drive profitability, energy effeciency and lower total cost of ownership. Partner with supply chain, customer service, marketing, finance and the technical team for seamless account support. Provide monthly market intelligence, competition activities, pricing trends, consumption patterns, new capex and Industry developments.Qualification/Experience: Degree in Mechanical / Production Engineering from an institute of repute Experience of dealing with multiple stakeholders both within and outside the organization is essential for success in this role. Experience of managing large /complex customers/distributors. Track record of delivery of sales targets and performance