Key Roles & Responsibilities

1. Key Account & Customer Management

• Own and manage strategic customer accounts, ensuring complete adherence to customer requirements and service expectations

• Build and sustain long-term relationships with OEMs and Tier-1 customers

• Act as the single point of contact for commercial and project-related customer interactions

2. New Business Development & Growth

• Identify new business opportunities through monitoring customer product launches and model changes

• Convert opportunities into confirmed business by driving RFQs to successful nominations

• Support business expansion aligned with company growth strategy and market trends

3. RFQ & Project Management (APQP)

• Lead end-to-end RFQ processing in line with APQP methodology

• Coordinate with Engineering, Quality, Manufacturing, and Supply Chain teams for timely project execution

• Track project milestones, SOP readiness, and customer approvals

4. Pricing, Profitability & Cost Management

• Prepare competitive pricing proposals while ensuring target margins and profitability

• Manage price revisions due to engineering changes, raw material fluctuations, or scope changes

• Monitor price index and ensure commercial discipline across assigned accounts

5. Sales Planning & Forecasting

• Develop annual sales plans, SOB (Share of Business), and revenue forecasts

• Prepare short-term (1-year) and mid-term (3–5 year) business plans and budgets

• Track plan vs actual performance and initiate corrective actions where required

6. Financial & Commercial Control

• Monitor receivables and ensure effective debtor control in coordination with finance teams

• Track customer supply performance and recover losses through commercial settlements where applicable

• Support spare parts business development and revenue growth

7. Quality, Warranty & Risk Management

• Monitor customer complaints, warranty claims, and rejection trends

• Coordinate with Quality and Engineering teams for root cause analysis and corrective actions

• Ensure customer-specific quality and system requirements are clearly communicated internally

8. Internal Coordination & Cross-Functional Leadership

• Collaborate closely with Engineering, Manufacturing, Purchase, Logistics, and Quality teams

• Ensure seamless internal communication for project delivery, pricing approvals, and customer commitments

• Support continuous improvement initiatives across sales and project management processes

Key Performance Indicators (KPIs)

• RFQ conversion rate and new business wins

• Achievement of sales targets and SOB commitments

• Pricing index adherence and profitability

• On-time project execution and SOP readiness

• Customer satisfaction and relationship strength

Ideal Candidate Profile

• 15–20 years of experience in Auto Ancillary / Automotive OEM sales

• Strong exposure to Key Account Management, RFQs, and APQP-driven projects

• Sound understanding of automotive components (Brakes, Bearings, or similar systems)

• Excellent negotiation, analytical, and stakeholder management skills

• Mechanical Engineering degree with MBA (Marketing preferred)