Role Overview
The Key Account Manager is responsible for the strategic growth of organization's key accounts, with a strong focus on large construction projects. The role's core purpose is two-fold: growing repeat, year-on-year business from existing accounts, and winning new accounts. This role gets involved once the civil/foundation work on a project is complete and the at-height work (scaffolding and access) is ready to begin – so the KAM needs to track project timelines closely and be present at the right stage.
This is a relationship and commercials-driven role. The KAM will spend most of their time out in the field – visiting clients and project sites – building long-term partnerships and negotiating rate contracts.
Key Responsibilities
- Own the strategic growth of a set of key accounts – deepen the relationship, grow wallet share, and expand usage across sites and projects. Manage about 6 – 10 accounts, targeting 2 – 3 crore annualised revenue
- Drive repeat business from existing accounts and demonstrate clear year-on-year revenue growth
- Identify and onboard new accounts, particularly around large construction projects such as data centres, airports, and similar large-scale builds
- Track project timelines with existing and prospective clients, and engage at the right stage – once civil work is complete and at-height work is about to begin
- Lead commercial discussions and negotiations – rate contracts, framework agreements, and multi-site terms
- Build and maintain strong relationships with decision-makers across projects, procurement, and site teams
- Coordinate with site/area teams to ensure smooth servicing and delivery for key accounts
- Stay on top of account health – renewals, competitor activity, and new opportunities within each account
- Travel extensively to project sites; be present in the office only occasionally (1 – 2 times a week)
Skills and Experience
- Experience of 5 – 8 years selling into large EPC/contractor accounts in B2B sales, ideally selling solutions or services (not just products)
- A track record of driving repeat business and growing accounts year-on-year
- Experience with customers relevant to this role – large contractors, EPC players, or construction/infrastructure projects
- Existing relationships within the construction/contractor ecosystem are a strong plus
- Good negotiation skills – comfortable discussing commercials, rate contracts, and terms
- Understanding of how construction accounts grow, and what it takes to scale business within them
- Good communication skills – able to engage confidently with site teams as well as senior client stakeholders
- Must own a two-wheeler or four-wheeler for regular site travel; fuel expenses will be reimbursed as per industry-standard norms, processed in a timely manner
Pay: ₹800,000.00 - ₹1,500,000.00 per year
Benefits:
Work Location: In person
