Key Account Manager – International Sales (South East Asia)

Role Overview

Join Jindal Stainless as a Key Account Manager specializing in the South East Asian international sales markets. The role demands driving strong order bookings, cultivating lasting customer relationships, and boosting sales of value-added stainless steel products to enhance profitability.

Core Responsibilities

• Meet or surpass order booking targets within designated South East Asian territories.
• Build and nurture robust connections with current and potential clients.
• Expand sales of premium stainless steel grades to increase business margins.
• Discover new markets, customers, and innovative product uses.
• Draft commercial quotations and negotiate deals within authorized limits.
• Collaborate with production, planning, documentation, logistics, and service teams to ensure scheduled order fulfillment.
• Oversee shipment timelines and guarantee on-time delivery.
• Manage prompt payment collections complying with agreed terms.
• Coordinate with plant and quality teams to address and resolve product quality issues.
• Maintain updated market intelligence on competitors, pricing, and customer needs.
• Support management's efforts to meet regional business goals and growth strategies.

Challenges

• Attaining challenging monthly and yearly sales goals amid a competitive global marketplace.
• Ensuring production and shipments align with timelines promised to clients.
• Balancing payment recovery with sustaining positive customer relations.
• Effectively resolving customer grievances through internal coordination.
• Adapting to variations in international demand, pricing structures, freight expenses, and foreign market dynamics.

Decision Making

• Independently prepare and submit commercial price quotations.
• Authorize orders within preset pricing boundaries.
• Commit to delivery schedules grounded in production and shipment plans.
• Handle routine customer service and quality concern resolutions.
• Recommend to superiors on order approvals below authorized price thresholds, complaint resolutions with major financial implications, special pricing permissions, and strategic customer development efforts.

Key Interactions

• Internal: Production, Customer Service & Planning, Documentation, Logistics, Finance, Quality Assurance, and Marketing teams focused on production planning, order fulfillment, shipment coordination, documentation, complaint resolution, and payment reconciliation.
• External: Existing and potential customers, overseas distributors, agents, and freight forwarders engaging in business development, order negotiation, pricing discussions, order confirmation, shipment tracking, payment follow-ups, complaint management, and customer relationship nurturing.

Qualifications & Experience

• B.Tech or MBA degree holders preferred.
• 6 to 8 years of proven experience in international sales, ideally in the steel, stainless steel, or metals sector.
• Familiarity with export markets across South East Asia.

Technical Skills & Behavioral Attributes

• Expertise in International Sales and Export Management.
• Proficient in Key Account Management and export documentation.
• Strong commercial negotiation and pricing strategy skills.
• Ability to develop markets and manage customer relationships effectively.
• Competent in payment and letter of credit management, complaint handling, business planning, and forecasting.
• Excellent interpersonal skills with strong communication capabilities.
• Customer-focused mindset, result-oriented, analytical, and decisive problem solver.
• Skilled in cross-team collaboration, time management, adaptability in diverse cultures, and assuming ownership.

Performance Metrics

• Accomplishment of planned monthly and yearly orders.
• Revenue and profit growth in assigned South East Asian regions.
• Increase in sales of value-enhanced products.
• New client acquisitions and product approvals.
• Efficiency in payment collections and reduced overdue payments.
• Timely order execution and high customer retention.
• Prompt complaint resolutions and enhanced regional profitability (EBITDA improvement).