Key Account Manager – Digital Enterprise Solutions

Scope of Role


The Key Account Manager is responsible for day to day sales activities within Flagship/Key accounts of Escenda. A Key Account Manager is responsible for developing new opportunities within these accounts and work collaboratively with delivery engagement/program managers to help farm these accounts. The accounts should have services business with a good balance of staffing and projects business across our DES (Digital Enterprise Solutions) business.


Dimension of Function


Broad Areas covered by the job


I. Business development for a specific key account- Identify and develop viable prospects creating new business relationships. Work with Marketing and Strategic Demand / Lead generation teams to maximize the funnel of prospective business opportunities


II. Key Account Management – Penetrating current client accounts by leveraging internal relationships. Build & enhance relationships with key contacts, build awareness of the company’s services, assess competition and analyse their relationships.


Must perform at least one weekly sales pipeline review with their Manager.


Weekly Sales Pipeline Review includes following:
i. Quarter to Date sales results
ii. Progress towards monthly and annual goals
iii. Previous week’s activities
iv. Pipeline Management
v. Weekly activity report
vi. Corrective plan for inadequate result


III. Execution of CRM processes: Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner. Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process


IV. Probe: Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our offering


V. Ability to demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle. Translate sales pursuit elements into financial terms is critical to successful

Area of Responsibility


• Revenue growth within the account
• Value creation in terms of acquiring new deals and the Customer Satisfaction score
• All described sales activities must be documented daily in the corporate CRM
• Must continually monitor pipeline movement, add new opportunities to the pipeline and maintain the offshore opportunities at or above target level
• Must maintain a Key Account Planning document with monthly updates. The development plan must be created and maintained within the corporate intranet
• Greater than 95% adherence to forecasts
• p360 Business review: Forecast, Financial results, Services, Resource Planning, Debt Review, and Action Plan.


Quantitative parameters of the job (Metrics):


• Total invoice revenue
• Account Gross Margin
• Onshore, offshore revenue mix
• Growth in offshore revenue
• Spread of Lines of business sold into the customer
• Days Sales Outstanding
• Customer testimonials & Case Studies
• NPS – Net Promoter Score
• Adherence of CRMs: More than 95% of the opportunities accurately entered in CRM for every sales person including WIP stage definitions
• Schedule and adherence of pipeline booster sessions and account planning sessions


Knowledge / Experience


• Deep background Digital Enterprise Solutions (SAP, PLM, MES, CRM, Digital Twin, IoT, Artificial Intelligence etc.)
• Proven and substantial experience selling offshore services
• Managed teams of at least 3 personnel, including delivery and sales while handling revenues of over $5 M
• Managed delivery of large projects, working with international cross border teams
• Strong relationships with automotive industry


Competences
a) Execution Excellence: Plans, executes and improves work processes to ensure achievement of business goals. - Proficient
b) Drive for Results: Demonstrates and fosters a sense of urgency and strong commitment to achieving goals. - Expert
c) Lead Courageously: Takes personal and organizational risks to do what is right and achieve organizational success, and supports others who do so. - Proficient
d) Developing and Managing Relationships: Develops and maintains constructive, open and honest relationships with others. - Expert
e) Business Acumen: Applies appropriate strategic logic to decisions and initiatives in one’s area. - Expert
f) Display Global Perspective: Establishes and promotes effective business operations across multiple countries and/or regions and coordinates appropriately with the broader global business. - Proficient