Key Accounts Manager For a leading publishing MNC

A. Job Summary:

Responsible for driving key accounts revenue, relationships and building brand

presence and capability across the assigned region. The role involves executing strategies for key accounts that align with organizational objectives. Ensure meeting the gross margin (in INR

terms), number of new and retained key accounts and customer satisfaction targets as per

company Annual Operating Plan. Maintain and enhance customer relationships.

B. Key Deliverables and Responsibilities:

• Drive key accounts revenue contribution growth by executing strategic plan as per the

Annual Operating Plan (AOP).

• Identify and develop deep and long terms partnerships with key educational institutions

and large school chains.

• Proactively capture and regularly analyze sales data, market trends, competitor

information, user needs and customer feedback. Share it with management and modify

plans, if required.

• Collaborate with cross-functional teams, including regional sales teams, marketing,

operations, finance, training, product management and publishing.

• Ensure compliance with company policies, financial targets, and collection goals.
• Create and publish MIS.
• Be the public face for stakeholders, drive marketing initiatives, manage assigned key

accounts and sort out any escalations.

• Perform other related duties as assigned within the capabilities expected for this

position.

a. Supervision:

• None

b. Budgetary Guidelines/ Limitations:

• Ownership of a sales revenue and expenses budget as per AOP

C. Performance Measures / Goals:

• Net Revenue (Revenue Direct Sales Expenses)
• Retention % and Retention Revenue (for the identified Key Accounts)
• Customer Satisfaction Index
• Usage of product
• Collections
• Adherence to organizational initiatives and strategy as per AOP