Key Account Manager

Company Profile

Our client company is India's largest container glass manufacturer with over 75 years of industry leadership. They are manufactures of glass packaging solutions for the liquor, beer, beverage, food, pharmaceutical, and FMCG sectors through a network of manufacturing plants across India.

Reports to: Zonal Sales Head

Role Summary

The Key Account Manager is responsible for driving profitable growth and building long-term strategic partnerships with large B2B customers across segments such as Alcohol, FMCG, Food & Beverage, and Pharma. The role focuses on revenue expansion, margin enhancement, contract stability, demand visibility, and strong cross-functional alignment to deliver sustainable business growth.

Key Requirements

• Manage and grow relationships with key customer accounts, taking full ownership of business performance, revenue, and profitability.
• Develop strategic account plans to increase business volume, improve customer engagement, and expand the product portfolio.
• Identify opportunities for new product introductions, premium products, and value-added solutions to drive long-term growth.
• Lead commercial negotiations, including annual pricing agreements, long-term supply contracts, and contract renewals.
• Ensure contract compliance while managing pricing strategies and minimizing commercial risks.
• Build strong relationships with senior stakeholders, including CXOs, Procurement Heads, and Supply Chain teams, becoming a trusted business partner.
• Conduct regular business reviews with customers to monitor performance, identify improvement opportunities, and strengthen partnerships.
• Work closely with production, operations, planning, quality, and technical teams to ensure seamless order execution and customer satisfaction.
• Coordinate demand forecasts with internal planning teams to improve supply reliability and inventory planning.
• Monitor key business metrics such as revenue, margins, pricing, collections (DSO), and overall account profitability.
• Keep track of market trends and competitor activities to protect and grow existing business.
• Mentor and support junior Key Account Managers, providing guidance on customer management and commercial excellence

Desired Candidate

• 10-15+ years of experience in B2B sales, preferably in glass, packaging, FMCG inputs, or industrial manufacturing.
• Strong experience managing large strategic accounts.
• Proven track record of negotiating long-term contracts.
• Strong understanding of manufacturing environments and supply chain dynamics.
• Competencies required: Strategic Account Management, Commercial Negotiation, Relationship Building (CXO Level), Financial Acumen (Margin & Realization Focus), Cross-Functional Leadership, Analytical & Forecasting Skills

Contact Details

Rina Arun / Nandan Kumar

9898874338