KAM Flexibles

1) Job Purpose

The purpose of this job is to:

1. Lead& take complete ownership for 360 Deg customer experience of Hindalco
2. Forge long term partnershipswith strategic accounts to ensure volumes remain with Hindalco
3. Buildlong-term strategic vision prioritizing client retention mutual growth and increasing lifetime customer value
4. Position Hindalco as the most reliable supplier to High Value High Potential Key Accounts through rigorous implementation of Key-Account Management principles
5. Learn first and fast with the most demanding customers through co-development of new products.
6. Build & Nurture direct connect with CXOs and proprietors of Key Customers

4) Key Result Areas/Accountabilities:

Key Result Areas/Accountabilities

Supporting Actions

Develop and Win New Key Accounts

• Identify high value high potential accounts
• Identify areas to collaborate for building solutions
• Drive qualification with new Key Accounts
• Create win-win scenarios for new accounts to switch to Hindalco

Drive Key Account Growth & Revenue

• Achieve and exceed sales targets for assigned key accounts.
• Identify new business opportunities within existing accounts.
• Forecast revenue and plan activities to drive account growth

Own Drive & Champion Client Relationship

• Take complete responsibility as a primary point of contact for assigned key customers.
• Build and nurture strong multi-level relationships with key stakeholders (CXOs & Promotors) in the client organization
• Ensure high levels of customer satisfaction and retention.
• Organise periodic Leadership connects

Lead Joint Business Planning with Key Accounts

• Lead the annual and quarterly Joint Business Planning process with key accounts.
• Align mutual growth objectives innovation plans and investment strategies.
• Track JBP KPIs and ensure both parties are accountable for agreed deliverables.
• Identify future opportunities and commit to growth of Key Accounts through MoUs
• Conduct periodic business reviews with customers to assess satisfaction and align on future goals

Innovation & Product Development

• Act as a voice of the customer internally to influence R&D product development and innovation pipelines.
• Identify and co-develop customized solutions SKUs or services aligned with the customers strategic goals.
• Facilitate pilot projects or proof-of-concept initiatives in collaboration with internal teams and customers.
• Drive qualifications of new products till they get established

Drive Optimization of Total Cost of Ownership (TCO)

• Collaborate with procurement logistics and technical teams to help customers reduce their total cost of ownership.
• Identify opportunities to improve supply chain efficiency packaging delivery frequency or payment terms.
• Collaborate with Plant and take up projects to drive down costs and improve productivity

Drive Profitability of Relationships

• Achieve highest Share of Wallet (SOW) among competitive suppliers
• Enrich premiums through improvement of product mix and service parameters
• Become the preferred supplier of choice

Lead Contract Negotiations & Risk Management

• Negotiate contracts and commercial terms.
• Monitor compliance and manage risks associated with key accounts.
• Collaborate with Legal Team and ensure the contract terms are well drafted and vetted upon
• Periodic reconciliation/balance confirmation of assigned customer accounts.
• Analyze market specific risk bank risk and customer risk and advise Stream Heads.

Enforce Commercial Hygiene & Compliance

• Ensure accurate and timely documentation of commercial agreements pricing promotions and trade terms.
• Monitor and control claims deductions and receivables to maintain financial discipline.
• Ensure adherence to company policies regarding discounts credit limits and payment terms.
• Regularly audit account profitability and take corrective actions where needed.

Analysis of Performance

• Monitor and report on account performance metrics (revenue engagement satisfaction).
• Use data insights to refine strategies and approaches.
• Provide regular reports to senior management