About the role
Job Title: Key Account Manager (KAM)
Location: Mumbai
Role Purpose
The Key Account Manager (KAM) is responsible for building and growing strategic relationships with Thermax's key customers by driving long-term business partnerships. The role combines strategic account management, consultative selling, energy transition advisory, and cross-functional collaboration to position Thermax as a trusted partner in customers' growth, decarbonization, and sustainability journey.
For Industrial Products Business (IPB), this initiative will play a key role in helping us:
- Manage customer relationships across the entire pre and post order value chain
- Create strong alignment and collaboration across business
- Improve responsiveness and enable faster, better-informed decision making
- Revive and strengthen inactive customer relationships
- Effectively manage complex multi SBU customer engagements
- Drive focused growth in strategic and high value accounts
Key Responsibilities
1. Strategic Account Management
- Develop and execute long-term account strategies aligned with customer business priorities.
- Build strong relationships across business, technical, procurement, operations, and leadership teams.
- Drive executive engagement and strengthen Thermax's strategic positioning.
2. Business Growth & Energy Transition
- Identify new business opportunities through account planning and white-space mapping.
- Lead customer discussions on decarbonization, energy efficiency, and sustainable solutions.
- Position Thermax's integrated portfolio to address evolving customer needs.
3. Integrated Solution Selling
- Collaborate across Business Units to develop end-to-end customer solutions under the "One Thermax" approach.
- Align technical, commercial, and delivery teams to ensure seamless proposal development and execution.
- Drive solution-based selling to maximize customer value.
4. Deal & Project Management
- Lead opportunity qualification, proposal strategy, commercial negotiations, and contract closure.
- Monitor project execution, customer satisfaction, and risk mitigation throughout the project lifecycle.
- Drive aftermarket opportunities, including services, AMCs, digital solutions, and lifecycle support.
5. Customer Insights & Innovation
- Capture Voice of Customer insights and identify emerging industry trends.
- Collaborate with internal teams to drive product improvements, innovation, and customized solutions.
- Share market intelligence and competitive insights to support business strategy.
Key Competencies
- Strategic Account Management
- Consultative & Solution Selling
- Executive Stakeholder Management
- Commercial & Technical Acumen
- Energy Transition & Sustainability
- Cross-functional Leadership
- Business Development & Negotiation
- Customer Lifecycle Management
- Risk & Commercial Awareness
- Application knowledge in Food and Beverage, Pharma and Chemical Sectors will be an added advantage