Parts Sales (New Aftermarket) - Kolkata

ROLE PURPOSE

The Key Account Manager (KAM) is the dedicated owner of aftermarket revenue and customer relationships for a defined set of strategic accounts that collectively represent a large share of addressable AM revenue in the region. The KAM is the single commercial point of contact at these accounts for spare parts, M-Powered contracts, retrofits and any other new AM offerings, and is responsible for converting whitespace into recurring aftermarket revenue.

KEY RESPONSIBILITIES

Account Ownership & Revenue Growth

• Manage assigned strategic accounts end-to-end for all aftermarket revenue streams
• Deliver the assigned account-level AM revenue target across spares, M-Powered, retrofits and new AM products
• Convert whitespaces in assigned regions – identify under-penetrated SKUs, machines and product categories and activate them
• Build and protect Milacron's entitlement value (SOM) capture at each account

Customer Engagement & Coverage

• Maintain a structured visit / call plan (PJP) across assigned accounts – minimum weekly customer visits and calls per defined cadence
• Build relationships across plant-level and corporate-level decision-makers (maintenance, procurement, plant heads)
• Handle commercial and service-related escalations in coordination with the Regional Service team (Regional Service Managers and Service Engineers)

Contracting & Upsell

• Push Milacron spare part sales, consumable kits, and structured replacement programs
• Drive M-Powered contract closures; build the pipeline at the account level
• Coordinate with Service Engineers to convert any SE-flagged upsell opportunities in their accounts into closed orders

Reporting & Governance

• Maintain accurate account, opportunity and visit data in CRM / MIS
• Submit weekly coverage reports and monthly account reviews to the Regional Aftermarket Head

SUCCESS METRICS / KPIS

Revenue & Growth

Customer Coverage

Operational Discipline

• Account AM revenue vs. target (primary KPI)
• SOM capture % at assigned customers
• M-Powered penetration in assigned accounts

• Customer visits per week / calls per week (PJP adherence %)
• Customer NPS at assigned accounts
• Whitespace accounts activated

• CRM data hygiene (% complete records)
• On-time submission of weekly / monthly reports

KEY SKILL REQUIREMENTS

Skill Dimension

What We Are Looking For

Technical & Commercial

• B2B field sales and account management in capital goods or industrial equipment
• Strong product and spare-parts knowledge (injection moulding preferred)
• Account mining, negotiation and deal closing

Analytics & Planning

• Account revenue analysis and visit planning (PJP)
• Sales forecasting and pipeline tracking
• Proficiency in Excel / MIS reporting, CRM and PJP / route-planning tools

Interpersonal

• Customer relationship management at plant and corporate levels
• Cross-functional coordination with service teams

Behavioural

• Customer-first mindset
• Hunter mentality and self-motivation
• Strong communication skills and resilience

EXPERIENCE PROFILE

• 4-5 years of B2B sales / key account management experience in capital goods, industrial equipment or aftermarket
• Demonstrated record of growing account-level revenue and converting whitespace opportunities
• Exposure to spare-parts or aftermarket selling preferred
• Engineering background (Mechanical / Production) preferred

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