KAM Executive

Role Name: Key Account Executive

BU: Industrial Infra

Grade: P2 / P1

Positions 2

Location: Energy House

The Key Account Executive (KAM) is responsible for shaping long-term, enterprise-level relationship with Thermax’s most critical customers. This role integrates relationship management, business development, solution consulting, energy transition advisory, and lifecycle value delivery. The KAM owns the customer strategy, expands share-of-wallet, and positions Thermax as a trusted, insight-led partner enabling the customer’s growth & capex, decarbonization, and energy transition agendas.

This role operates at strategic, commercial, and technical intersection points and requires capability to influence customers, internalize industry context, integrate across org. to solution, and manage senior internal & external stakeholders.

Core Responsibilities

A. Strategic Relationship

• Build an enterprise-level customer relationship strategy grounded in influence mapping, customer context, and long-term client goals (organizational & personal).
• Establish multi-threaded relationships across C-suite, operations, technical, procurement, sustainability, EHS, and site leadership.
• Systematically deepen engagement and create defensible positions, with targeted account development.
• Conduct structured, insight-led executive engagements to strengthen strategic alignment & position Thermax as a trusted partner.

B. Position Thermax as a Thought Partner in Energy Transition

• Lead strategic conversations on decarbonization / energy transition pathways for the customer’s industry (thermal efficiency, process electrification, waste heat, biomass transition, adoption of renewable, etc.)
• Develop tailored “energy transition maturity maps” and co-create multi-year roadmaps with customer leadership.
• Provide benchmarked perspectives from global case studies, policy shifts, and technology trends.
• Demonstrate Thermax’s capability as a full-stack energy transition partner - consulting, equipment, digital, and third-party ecosystem.

C. Growth & Sales Pipeline Leadership

• Develop a forward 3–5 year account plan, including opportunity landscapes, customer investment thesis, and emerging needs.
• Conduct “white-space mapping” to identify growth pockets across functions, processes, and sites.
• Build a qualified, insight-driven opportunity pipeline.
• Apply solution-selling to position the right product combinations at the right time.

D. Integrated Solution Orchestration (“One-Thermax”)

• Lead internal alignment across business units to architect complete customer solutions (across BUs, SBUs).
• Own the integrated value proposition, ensuring coherence in messaging, technical coverage, and commercial logic.
• Navigate internal governance to ensure seamless execution - from feasibility to engineering to proposal to delivery.
• Function as the “account CEO” - orchestrating resources, knowledge, and decision-making across Thermax.

E. Conversion Excellence & Deal Management

• Drive the qualification process using structured deal reviews (e.g., opportunity scores, buying influence analysis, value drivers).
• Ensure clarity, accuracy, and alignment in customer scope statements, including technical specifications, performance guarantees, and commercial terms.
• Lead cross-BU solution design, value engineering, and proposal harmonization to maximize competitiveness.
• Mitigate risk by managing assumptions, technical boundaries, commercial exposures, and compliance requirements.
• Manage customer procurement processes, bid evaluations, and negotiations.

F. Lifecycle Value Management (End-to-End Ownership)

• Own the full customer lifecycle - from enquiry to engineering to commissioning to after-sales service.
• Monitor project execution for schedule, quality, cost, and customer satisfaction; proactively remove roadblocks.
• Establish governance mechanisms with internal and customer teams (weekly reviews, steering committees).
• Drive services penetration—AMCs, spares strategies, digital monitoring, reliability improvement programs.
• Maintain a rolling dashboard of delivery risks, service performance, and customer experience metrics.

G. Insight Collaboration & Innovation with Product/Knowledge Teams

• Conduct annual “Voice of Customer” and site diagnostics to surface unmet needs, efficiency levers, and modernization opportunities.
• Feed structured segment insights into internal strategy teams: technology shifts, capex priorities, competitor playbooks, ecosystem changes.
• Trigger product development or customization conversations based on validated customer needs.
• Support co-development, pilots, trials, and early adoption initiatives with key customers.

Key Competencies

• Strategic account planning
• Executive communication & influence
• Holistic commercial & technical acumen
• Consultative / insight-led selling
• Energy transition and decarbonization fluency
• Solution architecture & integrated selling
• Risk, compliance & commercial contract understanding
• Customer lifecycle and project execution awareness