National Account Manager - Infrastructure

Job Description

Roles And Responsibilities : - Manage sales for a set of named enterprise accounts- Achieve customer acquisition and wallet share objectives nationally in these accounts- Identify and acquire high potential accounts within the territory- Fulfill the local (NHQ) leg of national deals Head Quartered outside the territory- Build strong and deep relationships in each of the named accounts by mapping across the customer organization to further Lithiums business strategy- Jointly own customer experience in team work with the site and city operations teamPrimary responsibilities :Strategic and planning :- Plan the account break-through and revenue growth strategy- Map the market and create/execute an account wise strategy and Plan for penetrating and building leadership for all of Lithiums offerings- Account level profitability and market share- Key Account Management - anchor customer relationships jointly with operations- Product penetration through cross selling and up selling initiatives- Gather market insights and keep track of competition activity- Align Lithiums service delivery and customer expectationsFunctional :- Identify potential customers and win business through effective sales process- Map all decision makers, influencers and buyers across the buying centre in the locally headquartered (HQ) and local offices of non-Headquartered (NHQ) accounts- Identify the key stakeholders at all important locations of HQ customers and facilitate local mapping of these personnel through other Regional/National Account Managers- Provide support to Strategic Account Managers in implementing account level strategy within your territory- Participate and lead Customer Account Reviews with relevant Operations team- Craft and execute account level plans to achieve the overall revenue, sales, market share and profit goals- Understand the As-Is, its pain points, agree on a vision of what good looks like and propose Lithiums solutions to realise that vision to each account stakeholder- Ensure Lithiums capabilities and product-solutions are communicated effectively- Negotiate commercial terms and legal contracts with support from internal experts- Involve key cross functional resources from within for optimal account engagement- Build personal rapport with key influencers and decision makers in customer organisations to understand their personal and professional objectives related to the delivery of mobility solutions- Facilitate connections between senior Lithium management and customer CXOs- Diligently use SalesForce and other digital tools to conduct oneself efficiently- Contribute in providing collective leadership to the Sales Team- Work closely with other departments like Operations, Marketing, HR and Technology to ensure a smooth delivery of customer experience- Participate effectively in candid communication for effective team work- Innovate, make continuous improvements and take new initiatives- Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent, reporting officer and HR. Key Result Areas : - Account Penetration- Revenue Target v/s Achievement- Order Booking Target v/s Achievement- Account Profitability- Product penetration Targets- Y-o-Y growth of overall business and same account business- Adoption of Salesforce and other digital tools- Customer Net Promoter Score- Innovation and initiatives Key Interfaces : - Marketing- Operations - HO/Zonal/City/Account- Data & Analytics- Finance & Legal- Functional Heads- Customer - buyers and influencers- Channel partners,

Keyskills :
account managementaccountssalesbusiness development