Key Account Manage - Projects (Tiles,Marble)

Love Pangolin · India

Tiles & Marble | Sales

THE OPPORTUNITY

Our client is a large, listed building materials company — a leading player in tiles, marble, and surfaces — entering a defined phase of transformation across manufacturing efficiency, supply chain resilience, and brand repositioning toward premium, design-led categories.

The Key Accounts Manager will own the company's most strategic project relationships across real estate, hospitality, commercial, and institutional sectors — the accounts that anchor volume, define design credibility, and carry disproportionate weight in the brand's premium narrative.

This is a rare commercial mandate: end-to-end ownership of the key account lifecycle — from identification and relationship-building through to collections and delivery — with direct influence over how the country's most consequential developers, architects, and design consultants experience the brand.

THE ROLE

Strategic Account Identification & Segmentation

Identify, develop, and nurture key accounts aligned with the company's premium positioning. Build a tiered segmentation model — prioritizing by volume potential, design relevance, margin contribution, and strategic weight — and continuously scan the market for new high-potential accounts and projects across regions.

Relationship Management & Stakeholder Engagement

Serve as the face of the brand to its most important clients — promoters, architects, interior designers, purchase heads, project consultants, and contractors. Lead presentations, co-creation discussions, and joint business reviews that keep the relationship ahead of the transaction.

Sales Growth & Share of Wallet

Drive cross-category growth across tiles, natural marble, and mosaics within existing accounts. Own the full project lifecycle — inquiry, product approvals, mock-ups, sampling, BOQ finalization, order closure — converting relationship equity into revenue.

Account Planning & Strategic Execution

Build customized account plans with clear targets, timelines, and decision workflows. Work closely with supply chain and logistics to guarantee on-time, in-full delivery on time-sensitive project phases, and maintain forecast accuracy and pipeline discipline in CRM.

Collections & Financial Controls

Own payment collection discipline on large, complex project accounts. Manage credit risk, reconciliations, and overdue follow-ups in close partnership with finance — account health is a KAM responsibility, not a finance afterthought.

Internal Collaboration & Execution Excellence

Act as the internal voice of the customer — aligning design studio, plant dispatch, regional sales, and customer care around client commitments, and feeding market intelligence on competition, pricing, and design trends back into strategy.

WHAT SUCCESS LOOKS LIKE

• Revenue and margin growth from key accounts against company targets

• Increased share of wallet across tiles, marble, and mosaic

• Growth in the number and value of new strategic account wins

• Improved collection efficiency and reduced DSO

• Strong customer retention and satisfaction scores

• A healthy, well-forecast pipeline of product approvals and project wins

• Disciplined CRM adoption and account plan execution

WHAT WE'RE LOOKING FOR

• A graduate in Business, Marketing, or Civil Engineering; an MBA is preferred

• A minimum of 7 years in B2B or project sales, with demonstrated success in key account management

• An established network among architects, developers, interior consultants, and procurement teams

• A track record in project-based selling with long, complex sales cycles

• High ownership, strong interpersonal command, and the ability to influence senior stakeholders

• Willingness to travel and manage multiple project locations simultaneously

• Prior experience at a top-5 tile company preferred