Key Account Manager
JOHN CRANE
Total years of experience :13 years, 8 Months
Manage and increase the aftermarket business from Key Accounts and addition of new customers.
Increase the company’s business in new supplies, repairs, spares in all products such as Mechanical Seals, Couplings, Bearings, Filters, Seal Systems, and Gland Packings etc.
Technical and commercial support for all customers and exceed all the KPIs.
Maintaining the relationship with customer through regular visits, effective written and oral Communication etc.
Proactively approach customers for repair planning and help them to increase the MTBR.
Support customers by offering spare parts and Services in technically and commercially precise manner.
Effective use of all sales and CRM tools such as C4C, SAP etc for technical as well as commercial aspects of business.
Coordinate with End users and buyers to plan effective and timely services.
Provide technical support and clarifications to the customer at onsite and offsite.
Track all the Installations where service and spares will be due and enlighten the customer about the same.
Coordinate with all internal departments to expedite the customer support.
Conduct seminars and Customer awareness programs to customers.
Conduct discussions, submit proposals and execute the long term contracts for repairs and spare parts supply.
Study of competitor activities and Business trends.
Independent ownership of spare parts, repair sales from enquiry stage to receivables collection stage.
Being a single point of contact for both customers and John Crane management.
Ensure customer satisfaction always for better business development.
Conduct market research and identify service requirements.
Exceed all the Service sales targets set by the management.
Prepare technical proposals and providing commercial estimates and quotations.
Effectively resolve all the concerns from customer by coordinating with ABB internal departments and Customer.
Ensure all the required formalities has to be done during import and export of Products.
Execute the Orders by coordinating with ABB Switzerland team.
Managing the export orders with ABB Japan team.
Generating enquiry and create leads from customer for service, spare parts and new sales.
Preparing Quotations based on the customer needs and as par with ABB’s procedures.
Prepare Full Cost Model and ascertain proper margins in each quote.
Consistent follow up for pending quotations and giving bids technical and commercial clarifications.
Safeguard all the procedures to be followed while the execution of supply for both Government and Private customers.
Regular payment follow ups.
Managing the general administration, Invoicing and documentation.
Submit recommendation letters based on the current situation of the Installation and last service reports.
Getting and implementing the service and spare parts contracts with customers who have large installations.
Customer visits in line with Visit Manager System and being a single point of contact for the customer for any concerns related to ABB service offerings.
Experience in sales of Centrifugal pumps and related products including mechanical seals.
Analyze the technical details of Centrifugal Pumps in the customer RFQ.
Preparation of quotes and continuous follow ups for Order and Payments.
Business Development by service and spare parts selling.
Selection of pumps based on various operational parameters.
Technical and Commercial clarifications to customer during negotiations.
Responsible for the coordination between Technical, Sales and Commercial departments.
Responsible for the Selection of equipment compliance with customer’s requirement.
Continuous contact and discussion with customers and internal teams for better proposal preparation.
Undergone hands on training about centrifugal pump and its parts.
Completed Engineering in 2010 from Kerala University in Mechanical Engineering with First Class