Key Account_Deputy Manager/ Manager

Company Description

In India, Bosch is a leading supplier of technology and services in the areas of Mobility Solutions, Industrial Technology, Consumer Goods, and Energy and Building Technology. Additionally, Bosch has in India the largest development center outside Germany, for end-to-end engineering and technology solutions. The Bosch Group operates in India through twelve companies: Bosch Limited – the flagship company of the Bosch Group in India – Bosch Chassis Systems India Private Limited, Bosch Rexroth (India) Private Limited, Bosch Global Software Technologies, Bosch Automotive Electronics India Private Limited, Bosch Electrical Drives India Private Limited, BSH Home Appliances Private Limited, ETAS Automotive India Private Limited, Robert Bosch Automotive Steering Private Limited, Automobility Services and Solutions Private Limited, Newtech Filter India Private Limited and Mivin Engg.Technologies Private Limited. In India, Bosch set-up its manufacturing operation in 1951, which has grown over the years to include 16 manufacturing sites, and seven development and application centers. The Bosch Group in India employs over 30,500 associates and generated consolidated sales of about Rs. 26,827 crores (3.1 billion euros) in fiscal year 2021-22 of which Rs. 24,406 crores (2.8 billion euros) are from consolidated sales to third parties. Bosch Limited is the flagship company of the Bosch Group. It earned revenue of over Rs. 11,782 crores (1.39 billion euros) in fiscal year 2021-22.

Job Description

Key Account Development, Relationship Management, Sales & Strategy execution of Bosch power tools to key users for the designated Segments. Actively participate and contribute towards the business goals of the Key User business.

Job description / Primary Responsibility

Business development

• Develop the key user business establish direct connect with large users in the construction segment by promoting the best fit solutions of Bosch Power Tools
• Develop and align the customer-specific product, pricing, and growth strategy in tandem with the business unit for the key large enterprise accounts.
• increase in number of users and % share of business in different product categories & user segment

Strategy

• Develop and execute account wise sales and marketing strategies by leveraging the key strengths of Bosch products and solutions and integerating service as a key pillar to differentiate.
• Work closely with Business Head and execute the pricing strategy for the account, managing annual price negotiations, RC conclusions on time.
• Increase in share of wallet within the exisiting Key Users through cross selling & up selling, retention as a percentage of business and number of top customers retained.

Sales

• Achieve the sales and initiative targets consistently MOM, QOQ and YOY by focussing on increasing cordless share, drive industrial tools sales and ensure brilliant execution by engaging closely with user focused channel partners; use digital tools & project level data to effectively manage leads to convert them to sales. Monthly reporting to the BH
• growth over last year, delta business generation, channel partner growth target achievement, EBIT

Pipeline Management

• Develop healthy pipeline by identifying the right opportunities and targetting the correct applications, follow the process with rigor and improve the hit rate for sale effectiveness and efficiency
• Usage and adoption of C4C, CRM tool to measure the sales productivity of the resources. Contributes to the initiatives and the topline revenue

Key Account Management

• Develop Stakeholder Mapping, account wise sales and marketing strategies to retain the share of wallet and grow the business. Propose Value in products and services, document the realisation and communicate to the Key Users. Promote brand recall activities
• Proactively identify new business opportunities, analyze competitor moves, and consolidate global/regional market trends to feed back into Bosch's product roadmap
• Upselling and Cross Selling opportunities to be explored, identified and formulate targeted acquisitions.
• Relattionship building, Organisational connect, Retention business, SOW growth

Brand Promotion

• Organize user engagement activities, increase brand visibility through technical seminars, Technology day, user trainins & Product Demonstration onsite
• increased demand generation

Sales Administration

• Demand planning and forecasting of SKU's considering the orders expected from large users; continuiously monitor the progress made by the channel partner in adding value to the business.
• Provide feedback on the product performance and Bosch winnability to the business head.
• Faster order execution

Qualifications

• BE/ Btech
• MBA (will be additional advantage)

Additional Information

Reporting Structure: Need to report to Business Head, KU Business.

Responsible for the all India