About the role
Position or Role Overview:
Business Unit
BU-3
Department
Marketing
Role
Business Development (Key Account Manager)
Designation
L3 – Asst. Manager
Base Location
P05
Payroll Location
P05
Grade
L3
Individual or Team Contributor
Individual Contributor
Total Team Size
0
Direct Reportees Number
0
Nature of Engagement
Customer Connect & Business Acquisition
Work Week
5 Days
Reporting Structure:
Direct Reporting to
Business Head
Direct Reporting Designation
VP
Direct Reporting Grade
L7
Direct Reporting Function / Dept.
Marketing
Matrix Reporting to
Strategy EV Lead
Matrix Reporting Designation
AGM
Matrix Reporting Grade
L5
Matrix Reporting Function / Dept.
Strategy
“Authorities such as Financial & Non-financial will be in line with the Company Policies”
Job Purpose:
·Support in Strategy, Market Research & Product Development for Battery product line
·Develop new business for achieving company revenue targets & maintain customer relationships – growth in share of business
Principal Duties, Responsibilities & Accountabilities:
1.Domain Knowledge
·Excellent knowledge on types of lithium ion battery pack business, BMS, customers and competitors.
·Fair knowledge on Electric Vehicle Architecture for 2Wh and 3Wh
·Good knowledge on battery pack and cell & BMS costing. Good knowledge of Cell Suppliers, costs.
·Understanding of EV Lithium ion Battery Pack manufacturing / assembly processes and necessary product certifications.
2.Business Development
·Monitor competitor activities in pricing, capability & approach to identify business opportunities & threats.
·Identify target markets and establish plans to develop them for upcoming product opportunities
·Reach out to new & unexplored market segments & customer groups using market segmentation & penetration strategies
·Getting entry into potential customer accounts
·Analyze existing product and markets in terms of the ability to compete, gain market share, grow revenue and sustain or grow profitability.
·Support product development to promote new and existing products in new and existing markets.
·Generate RFQ, and responding to RFQs - pricing and negotiations to acquire new business.
·Conduct detailed study of business contracts & agreements and examine risks
·Coordinate with R&D, Operations confirming capability to deliver as per customer requirements and creating and sending revised documents, quotes etc. as relevant to the customer. Finalization of the contract based on the same.
·Partner with internal and external stake holders to support execution of key initiatives, Go To Market Strategies
·External Branding for the product range (Li-Ion Batteries)
3.Key Account Management
·Maintain rapport with key accounts by making periodic visits, exploring specific needs and generating new business opportunities.
·Ensure customer satisfaction by ascertaining adherence to delivery & quality.
·Ensure satisfactory resolution of all quality / supply issues of customers (in case any).
·Maintain Account receivable (AR) by keeping track of pending/ overdue payments to meet AR target of Company.
4.Budgeting, Forecasting & Planning
·Prepare an annual budget (sales plan), scheduling expenditures, analyzing variances and initiating corrective actions.
·Prepare annual and monthly forecasts and doing variance analysis and initiating corrective actions
·Provide timely schedule through Monthly sales plan internally to respective departments.
·NPD - Interaction with internal teams for easy and fast execution of the NPD project
·Monitoring & Commercial Activities
5.Costing & Pricing of Products
·Prepare and present MIS (Management Information System) for internal reviews like EBITDA, ROCE, MRM, Cost Sheet – take appropriate actions based on the monthly reviews
·Monitor the GVA and working to get price corrections from the customers
·Track the payments pertaining to Tooling (Tooling & RM tracker) and ensure payment from customers on the tooling component of the agreement.
·Recover cost impact due to ECNs and getting timely revision of PO, and facilitate smooth changeover.
·RM hedging and Forex hedging as per customer agreement
Key Stakeholders:
Internal
External
R&D, Legal, Accounts, SCM, Production, Dispatch, Quality
Customers, Consultants, Auditors
Qualification Required:
Educational
Certifications
Graduation (BE- Electronics) /
Post-Graduation (MBA Preferably )
Experience Required:
Total Experience
Nature Of Experience
6-8 years
Business Development
Functional or Technical Competencies (Knowledge, Skills & Ability):
Competencies Required
Competencies Acceptance Level*
1.Product knowledge
2.Market knowledge (Li- Ion Batteries)
3.Customer Relationship Management
3
3
4
* Competency Acceptance Level: On a Scale of 1 to 5 (Please refer the competencies management process for definition of each level)
Behavioral or Leadership Competencies (Knowledge, Skills & Ability):
Competencies Required
Competencies Acceptance Level*
1.Result Orientation (Core Competency)
2.Planning, Coordination & Execution
3.Detail Orientation
4.Business Acumen
5.Customer Focus
3
3
4
3
4
* Competency Acceptance Level: On a Scale of 1 to 5 (Please refer the competencies management process for definition of each level)