Job Description: National Key Account Manager (South & East India)

Reporting To: Business Manager - Flexible Packaging

Location: Hyderabad

Role Overview:

- The National Key Account Manager (South & East India) will expand our business with dominant key accounts in Southern and Eastern India.

- The incumbent will be responsible for driving revenue growth, building lasting relationships, and delivering high-value solutions for our key accounts.

- Additionally, the incumbent will be leading tobacco business in India &Bangladesh.

Key Responsibilities:

Strategic Account Management:

- Build and maintain strong, long-term relationships with national key accounts

- Develop customized sales strategies to address the unique needs of each account, ensuring alignment with both customer requirements and brand objectives.

- Serve as the primary point of contact for key accounts, ensuring the delivery of solutions that meet technical specifications, performance goals, and branding expectations.

- KPI: Customer retention rate and increase in account revenue.

Sales Strategy & Revenue Growth:

- Lead the development and implementation of sales strategies, aiming to increase market penetration, revenue, and product adoption.

- Lead and develop tobacco business in India & Bangladesh by aligning with CoE of DIC Tobacco.

- Identify new opportunities for upselling and expanding product portfolios within existing national accounts.

- Work with product development teams to customize offerings and create solutions that not only meet technical needs but also align with brand differentiation in the marketplace.

- KPI: Year-over-year revenue growth and upsell revenue.

Product and Technical Expertise:

- Leverage in-depth technical knowledge of ink and adhesive formulations, applications, and manufacturing processes to support key account needs.

- Advise national accounts on best practices for product usage, sustainability, and performance optimization, while reinforcing the brand's technical leadership.

- Assist in product trials, gather feedback, and coordinate with internal teams to ensure successful implementation and customer satisfaction.

- KPI: Addressing customer needs & concerns if any, proactively and enhancing conversion rate of product trials into long term product adoption.

Negotiation & Contract Management:

- Lead negotiations with key national accounts to secure long-term contracts, favourable terms, and pricing agreements that support both customer objectives and company profitability.

- Manage contract renewals and amendments, ensuring that brand positioning and pricing structures are aligned with the business strategy.

Market Insight & Competitive Intelligence:

- Analyze market trends, competitor activity, and customer feedback to provide insights that inform both sales strategies and brand positioning.

- Monitor the effectiveness of branding efforts at the customer level, adjusting strategies as needed to maintain competitive advantage.

Productivity and Innovation Roadmap for NKA (National Key Accounts):

- Work closely with the National Technical Services and Application Head - Flexible Packaging to create a roadmap for productivity and innovation projects for all National Key Accounts.

- Ensure these projects are tabled in LEAP and reviewed periodically (fortnightly frequency) for measurable results.

- KPI: Number of productivity and innovation projects successfully implemented.

Performance Monitoring & Reporting:

- Establish and track key performance indicators (KPIs) to measure sales success, account growth, and brand alignment across national accounts.

- Prepare regular performance reports, highlighting sales performance, brand engagement metrics, and strategic opportunities.

- Use data and insights to refine strategies, adjust goals, and ensure continuous improvement.

- KPI: Sales Performance Metrics and Annual Account Growth