Job Description
Role Summary
The Zonal Key Accounts Manager will be responsible for driving business development, relationship management, and project conversions across a designated region. This role requires building strong partnerships with key decision-makers, expanding NITCO’s share of business across product categories, and ensuring zonal targets for revenue, margins, collections, and customer satisfaction are achieved.
Key Responsibilities
1. Zonal Account Development & Market Penetration
- Identify and prioritize key accounts across the assigned zone in real estate, hospitality, commercial, and institutional sectors.
- Expand zonal footprint by acquiring new accounts and increasing penetration in high-potential markets.
- Conduct regional market intelligence on projects, competition, and pricing trends.
2. Stakeholder Engagement & Relationship Management
Build and nurture relationships with zonal-level developers, architects, designers, purchase heads, and contractors.Position NITCO’s premium portfolio through presentations, samples, and design-led engagements.Drive zonal customer satisfaction through regular interactions and business reviews.3. Sales Growth & Revenue Targets
Deliver zonal revenue, margin, and collection targets across tiles, marble, and mosaics.Enhance share of wallet with existing accounts through cross-category selling and project lifecycle management.Ensure timely closures by managing approvals, BOQs, negotiations, and order finalization.4. Zonal Account Planning & Execution
Create and implement zonal account strategies with clear KPIs and revenue goals.Collaborate with design, logistics, and marketing teams to support zonal accounts with differentiated solutions.Maintain robust pipelines and accurate forecasting in CRM.5. Collections & Commercial Control
Ensure on-time collections across zonal accounts and reduce outstanding receivables.Manage account health by tracking credit risks and ensuring financial compliance.6. Leadership & Cross-functional Collaboration
Provide guidance to regional KAMs / ASMs under the zone.Act as the zonal representative in national reviews, ensuring regional insights are shared for strategy formulation.Work closely with supply chain and finance to meet client commitments.Key Performance Indicators :
Zonal revenue and margin growthNew account acquisition within the zoneIncrease in product approvals and project winsCollection efficiency and DSO reductionCustomer satisfaction and retention within zoneQualication :
Graduate in Business / Marketing / Civil Engineering (MBA preferred).8–15 years of B2B / project sales or KAM experience in building materials or allied industries.Strong zonal network with architects, developers, contractors, and institutional buyers.Proven success in handling multi-location accounts and large projects.Strong leadership, negotiation, and interpersonal skills.Willingness to travel extensively within the assigned zone.