Bosch Home Comfort

Makes heating, cooling and hot-water equipment

Key Account Deputy Manager/ Manager

Account ManagementPosted on Nov 9

Full-timeBengaluru, Karnataka, IndiaNo salary listed

About the Job

Requirements

A BE/BTech is required.
An MBA is an additional advantage.

Responsibilities

Develop the key user business and establish direct connections with large users in the construction segment by promoting suitable Bosch Power Tools solutions.
Develop and align customer-specific product, pricing, and growth strategies for large enterprise accounts in coordination with the business unit.
Increase the number of users and the business share across product categories and user segments.
Develop and execute account-specific sales and marketing strategies using Bosch product and solution strengths, incorporating service as a differentiator.
Work closely with the Business Head to execute account pricing strategies, manage annual price negotiations, and conclude rate contracts on time.
Grow share of wallet among existing key users through cross-selling and upselling, and improve business retention and retention of top customers.
Consistently achieve monthly, quarterly, and yearly sales and initiative targets by growing cordless share, driving industrial tools sales, engaging user-focused channel partners, and using digital tools and project data to convert leads into sales.
Report monthly to the Business Head and support year-over-year growth, incremental business generation, channel partner growth targets, and earnings before interest and taxes targets.
Develop a healthy sales pipeline by identifying suitable opportunities and applications, following processes, and improving sales hit rate, effectiveness, and efficiency.
Use and promote adoption of C4C and the customer relationship management tool to measure sales productivity and contribute to initiatives and revenue growth.
Develop stakeholder maps and account-specific sales and marketing strategies to retain and grow share of wallet; propose value in products and services, document realized value, communicate with key users, and promote brand recall.
Identify new business opportunities, analyze competitor activity, and consolidate global and regional market trends to provide input to Bosch's product roadmap.
Explore and identify upselling and cross-selling opportunities and formulate targeted acquisition plans.
Build relationships and organizational connections, retain business, and grow share of wallet.
Organize user-engagement activities and increase brand visibility through technical seminars, technology days, user training, and onsite product demonstrations.
Increase demand generation.
Plan and forecast demand for stock-keeping units based on expected large-user orders, and continuously monitor channel partners' progress in adding value to the business.
Provide the Business Head with feedback on product performance and Bosch's likelihood of winning business.
Facilitate faster order execution.
Report to the Business Head for the Key User Business.
Take responsibility for all India.

Job Description

Key Account Development, Relationship Management, Sales & Strategy execution of Bosch power tools to key users for the designated Segments. Actively participate and contribute towards the business goals of the Key User business.

Job description / Primary Responsibility

Business development

Develop the key user business establish direct connect with large users in the construction segment by promoting the best fit solutions of Bosch Power Tools
Develop and align the customer-specific product, pricing, and growth strategy in tandem with the business unit for the key large enterprise accounts.
increase in number of users and % share of business in different product categories & user segment

Strategy

Develop and execute account wise sales and marketing strategies by leveraging the key strengths of Bosch products and solutions and integerating service as a key pillar to differentiate.
Work closely with Business Head and execute the pricing strategy for the account, managing annual price negotiations, RC conclusions on time.
Increase in share of wallet within the exisiting Key Users through cross selling & up selling, retention as a percentage of business and number of top customers retained.

Sales

Achieve the sales and initiative targets consistently MOM, QOQ and YOY by focussing on increasing cordless share, drive industrial tools sales and ensure brilliant execution by engaging closely with user focused channel partners; use digital tools & project level data to effectively manage leads to convert them to sales. Monthly reporting to the BH
growth over last year, delta business generation, channel partner growth target achievement, EBIT

Pipeline Management

Develop healthy pipeline by identifying the right opportunities and targetting the correct applications, follow the process with rigor and improve the hit rate for sale effectiveness and efficiency
Usage and adoption of C4C, CRM tool to measure the sales productivity of the resources. Contributes to the initiatives and the topline revenue

Key Account Management

Develop Stakeholder Mapping, account wise sales and marketing strategies to retain the share of wallet and grow the business. Propose Value in products and services, document the realisation and communicate to the Key Users. Promote brand recall activities
Proactively identify new business opportunities, analyze competitor moves, and consolidate global/regional market trends to feed back into Bosch's product roadmap
Upselling and Cross Selling opportunities to be explored, identified and formulate targeted acquisitions.
Relattionship building, Organisational connect, Retention business, SOW growth

Brand Promotion

Organize user engagement activities, increase brand visibility through technical seminars, Technology day, user trainins & Product Demonstration onsite
increased demand generation

Sales Administration

Demand planning and forecasting of SKU's considering the orders expected from large users; continuiously monitor the progress made by the channel partner in adding value to the business.
Provide feedback on the product performance and Bosch winnability to the business head.
Faster order execution

Qualifications

BE/ Btech
MBA (will be additional advantage)

Additional Information

Reporting Structure: Need to report to Business Head, KU Business.

Responsible for the all India

About the Company

Bosch Home Comfort

Makes heating, cooling and hot-water equipment

Bosch Home Comfort makes heating, cooling and hot-water equipment for homes, commercial buildings and industrial users. Its portfolio combines electric heat pumps with gas-fired boilers and hybrid systems, giving customers different ways to control building temperatures and supply hot water. The business sells equipment through its brands' sales networks, with products adapted to regional building needs and energy requirements. Its inverter-driven heat pumps adjust compressor output to match demand rather than running constantly at full power. The Bosch business unit was formed through the merger of Bosch and Buderus heating activities in 2004 and is headquartered in Wetzlar, Germany.

Company size: 10,001+
Company stage: Not listed
Total funding: Not listed
Headquarters: Wetzlar, Germany
Founded: 2004

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