Sales Manager

Company : Glass Packaging Company

Position : Key Account Manager

Job Location :: Rishra, Bahadurgarh, Naidupeta, Bengaluru

Reports to: Zonal Sales Head

Core Job Responsibilities

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 Responsibilities

1. Revenue & Growth Management

• Own end-to-end commercial responsibility for assigned large accounts.
• Drive revenue growth, volume expansion, realization improvement, and contribution margin enhancement.
• Develop and execute structured account plans to increase share of wallet and portfolio penetration.
• Identify and drive new product introductions (NPD), premiumization, and value-added opportunities.

2. Commercial & Contract Management

• Lead negotiations for annual rate contracts and long-term supply agreements.
• Structure escalation clauses, renewal mechanisms, and pricing frameworks aligned with input cost movements.
• Ensure high percentage of business under long-term contracts to improve revenue visibility.
• Monitor contract compliance and manage commercial risk proactively.

3. Strategic Relationship Management

• Build strong relationships with CXOs, procurement heads, and supply chain leaders at customer organizations.
• Conduct structured quarterly/monthly business reviews to drive transparency and growth alignment.
• Position the company as a strategic partner rather than a transactional supplier.

1. Cross-Functional Alignment

• Collaborate closely with plant operations, production planning, and supply chain teams to ensure capacity alignment and service reliability.
• Coordinate with quality and technical services teams to address product specifications and performance requirements.
• Align forecasting with S&OP processes to improve demand visibility and reduce volatility.

5. Commercial Governance & Performance

• Monitor contribution margins, realization, and price discipline.
• Track DSO and support working capital optimization.
• Analyze competitive activity and proactively defend key accounts.
• Mentor and guide junior KAMs across the zone.

Candidate Profile

• MBA (Mktg) with 10–15+ years of experience in B2B sales, preferably in Glass Bottle / Glass Containers / Glass Packaging Industry
• 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

Rina Arun

+91 9904322770

[Confidential Information]