Senior Account Manager

Role Overview:

The Senior Account Manager will play a pivotal role in driving sales for premium Carpet / LVT in the market. This position demands an exceptional professional with advanced interpersonal skills and the ability to engage and build trust with CXOs and senior decision-makers from leading global clients. This role requires a consultative selling approach, with a focus on fostering strategic relationships and navigating complex sales cycles across multiple stakeholders including Procurement heads, PMCs & Architects. A deep and extensive knowledge of carpet tiles, including their applications, trends, and value propositions, is essential to effectively position the company’s premium products as market leaders. Collaboration with global colleagues and cross-functional teams is also critical to ensure seamless delivery of tailored solutions and to establish the company as a trusted partner in the premium product space.

Key Responsibilities:

1. Strategic Business Development and Sales:

• Develop and execute a strategic sales plan to establish the company’s premium products as market leaders in the niche segment.
• Identify, qualify, and secure new business opportunities by engaging C-suite and senior decision-makers in target organizations.
• Demonstrate a consultative selling approach, effectively conveying the value proposition of premium solutions tailored to client-specific needs.
• Own and manage the entire sales cycle from lead generation to deal closure, ensuring a high level of client satisfaction.
• Prepare and deliver impactful presentations, product demonstrations, and proposals to key decision-makers.
• Negotiate high-value contracts and pricing agreements that align with company objectives and maximize revenue.

2. Key Account Management and Market Development:

• Establish and nurture long-term strategic relationships with key accounts to foster repeat business and loyalty.
• Act as a trusted advisor, providing tailored solutions and proactively addressing client needs to ensure continuous value delivery.
• Leverage market insights and competitor analysis to identify emerging opportunities and challenges, refining sales strategies accordingly.
• Drive penetration into unexplored market segments, positioning the company as a preferred provider of premium products.

3. Leadership and Influence:

• Operate as a single point of contact for the region, demonstrating ownership of all sales activities and decisions.
• Serve as a thought leader in the niche market, building credibility and influencing market trends.
• Collaborate cross-functionally with internal teams, including marketing, operations, and customer support, to deliver a seamless client experience.
• Provide insights and feedback to senior leadership on market trends, client requirements, and potential growth areas.

4. Performance Management and Reporting:

• Consistently achieve and exceed annual sales targets and KPIs set by the organization.
• Maintain accurate and up-to-date records of sales activities, forecasts, and client interactions using CRM tools.
• Regularly present sales performance updates and actionable recommendations to management.

Qualifications and Experience:

Academic Background:

• Preferred: Bachelor’s degree in engineering/science.
• Advantageous: MBA or equivalent postgraduate qualification in Sales, Marketing, or Business Administration.

Work Experience:

• Minimum 15 years of progressive experience in Sales & Marketing roles, with at least 10+ years of experience in selling premium products within the building materials or allied industries.
• Proven expertise in B2B sales, especially in navigating multi-stakeholder buying decisions and managing high-value accounts.
• Demonstrated success in working with both local and multinational organizations.

Core Competencies:

• Exceptional consultative selling and negotiation skills, with a proven ability to influence senior decision-makers.
• Advanced interpersonal and communication skills to engage high-level stakeholders effectively.
• Strong analytical abilities, with a focus on translating market insights into actionable strategies.
• Highly self-motivated, results-driven, and comfortable working independently in a fast-paced environment.
• Excellent organizational and time management skills, with the ability to handle complex, multi-faceted projects.
• Proficiency in CRM tools and MS Office Suite (Word, Excel, PowerPoint).
• Fluency in English (mandatory); additional proficiency in the regional language is a plus.

Key Attributes:

• Strong leadership qualities with the ability to inspire trust and confidence in both clients and colleagues.
• Strategic thinker with a problem-solving mindset and a passion for innovation.
• Willingness to travel extensively to meet business objectives and maintain client relationships.