Key Roles & Responsibilities 1. Key Account & Customer Management

Own and manage strategic customer accounts, ensuring complete adherence to customer requirements and service expectations

Build and sustain long-term relationships with OEMs and Tier-1 customers

Act as the single point of contact for commercial and project-related customer interactions

2. New Business Development & Growth

Identify new business opportunities through monitoring customer product launches and model changes

Convert opportunities into confirmed business by driving RFQs to successful nominations

Support business expansion aligned with company growth strategy and market trends

3. RFQ & Project Management (APQP)

Lead end-to-end RFQ processing in line with APQP methodology

Coordinate with Engineering, Quality, Manufacturing, and Supply Chain teams for timely project execution

Track project milestones, SOP readiness, and customer approvals

4. Pricing, Profitability & Cost Management

Prepare competitive pricing proposals while ensuring target margins and profitability

Manage price revisions due to engineering changes, raw material fluctuations, or scope changes

Monitor price index and ensure commercial discipline across assigned accounts

5. Sales Planning & Forecasting

Develop annual sales plans, SOB (Share of Business), and revenue forecasts

Prepare short-term (1-year) and mid-term (3–5 year) business plans and budgets

Track plan vs actual performance and initiate corrective actions where required

6. Financial & Commercial Control

Monitor receivables and ensure effective debtor control in coordination with finance teams

Track customer supply performance and recover losses through commercial settlements where applicable

Support spare parts business development and revenue growth

7. Quality, Warranty & Risk Management

Monitor customer complaints, warranty claims, and rejection trends

Coordinate with Quality and Engineering teams for root cause analysis and corrective actions

Ensure customer-specific quality and system requirements are clearly communicated internally

8. Internal Coordination & Cross-Functional Leadership

Collaborate closely with Engineering, Manufacturing, Purchase, Logistics, and Quality teams

Ensure seamless internal communication for project delivery, pricing approvals, and customer commitments

Support continuous improvement initiatives across sales and project management processes

Key Performance Indicators (KPIs)

RFQ conversion rate and new business wins

Achievement of sales targets and SOB commitments

Pricing index adherence and profitability

On-time project execution and SOP readiness

Customer satisfaction and relationship strength

Ideal Candidate Profile

15–20 years of experience in Auto Ancillary / Automotive OEM sales

Strong exposure to Key Account Management, RFQs, and APQP-driven projects

Sound understanding of automotive components (Brakes, Bearings, or similar systems)

Excellent negotiation, analytical, and stakeholder management skills

Mechanical Engineering degree with MBA (Marketing preferred)