Key Account Manager – International Sales (South East Asia)

Principal Accountabilities

• Achieve order booking targets in assigned South East Asian markets.
• Develop and maintain strong relationships with existing and prospective customers.
• Increase sales of value-added stainless steel grades to improve business profitability.
• Identify new market opportunities, customers, and product applications.
• Prepare quotations and negotiate commercial terms within approved authority limits.
• Coordinate with production, planning, documentation, logistics, and customer service teams to ensure timely order execution.
• Monitor shipment schedules and ensure deliveries as committed.
• Ensure timely collection of payments and adherence to agreed commercial terms.
• Resolve customer quality complaints in coordination with plant and quality teams.
• Maintain regular market intelligence regarding competition, pricing, and customer requirements.
• Support management in achieving regional business objectives and strategic growth initiatives.

Major Challenges

• Achieving aggressive monthly and annual sales targets in highly competitive international markets.
• Ensuring timely production and shipment as committed to customers.
• Managing payment collections while maintaining healthy customer relationships.
• Resolving customer complaints promptly through effective coordination with internal stakeholders.
• Managing fluctuations in international demand, pricing, freight costs, and foreign market conditions.

Decision Making Authority

Decisions Taken Independently

• Preparation and submission of commercial quotations.
• Finalization of orders within the approved pricing authority.
• Customer delivery commitments based on production and shipment schedules.
• Coordination and resolution of routine customer service and quality issues.

Recommendations to Reporting Manager

• Approval for orders below authorized pricing limits.
• Settlement of customer complaints involving higher commercial implications.
• Special pricing approvals and commercial deviations.
• Strategic customer development initiatives.

Key Interactions

Internal Stakeholders (30%)

• Production/Plant Team
• Customer Service & Planning (CSP)
• Documentation Team
• Logistics & Dispatch
• Finance & Accounts
• Quality Assurance
• Marketing

Purpose

• Production planning
• Order execution
• Shipment coordination
• Documentation
• Complaint resolution
• Payment reconciliation

External Stakeholders (70%)

• Existing Customers
• Prospective Customers
• Overseas Distributors
• Agents
• Freight Forwarders (where applicable)

Purpose

• Business development
• Order negotiation
• Price discussions
• Order confirmation
• Shipment updates
• Payment follow-up
• Complaint handling
• Customer relationship management

Education & Experience

Educational Qualification

• B.Tech
• MBA

Experience

• 6–8 years of relevant experience in International Sales, preferably in the steel, stainless steel, or metals industry.
• Experience in handling export business across South East Asian markets.

Required Skills & Competencies

Technical Competencies

• International Sales & Export Management
• Key Account Management
• Export Documentation
• Commercial Negotiation
• Pricing Strategy
• Market Development
• Customer Relationship Management
• Payment & LC Management
• Complaint Resolution
• Business Planning & Forecasting

Behavioral Competencies

• Strong communication and interpersonal skills
• Excellent negotiation and influencing skills
• Customer-centric approach
• Result orientation
• Analytical and problem-solving ability
• Cross-functional collaboration
• Time management and planning
• Adaptability in multicultural business environments
• Ownership and accountability

Key Performance Indicators (KPIs)

• Achievement of monthly and annual order booking targets
• Revenue growth in assigned SEA markets
• Growth in value-added product sales
• New customer acquisition
• New product/grade approvals
• Collection efficiency and overdue reduction
• On-time order execution
• Customer retention and satisfaction
• Timely closure of customer complaints
• Contribution to regional profitability (EBITDA improvement)