Key Account Manager- Automotive

Title              :      Key Account Manager - Automotive

Department:      Automotive & Industry

Location      :      Pune

Reports To :      Business Head - Automotive

Company Profile

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and industrial manufacturing. Sika has subsidiaries in 102 countries around the world and, in over 400 factories, produces innovative technologies for customers worldwide. In doing so, it plays a crucial role in enabling the transformation of the construction and transportation sector toward greater environmental compatibility. With more than 34,000 employees, the company generated sales of CHF 11.76 billion in 2024.

In the Automotive & Industry sector, it delivers innovative solutions to the world’s leading manufacturers and service providers in automotive OEM, commercial vehicles, automotive aftermarket, marine vessels, renewable energy, sandwich panels, industrial equipment, HVAC, home and commercial appliances, modular building, facades and fenestration. Sika India services direct customers and distributors and stay close to them via the central sales & marketing office in Pune, and a pan India sales team presence.

Broad Functions and Purpose of Position:

Key Account Manager Automotive is tasked with maximizing revenue, material margin, and increased customer penetration with selective Automotive OEMs. He/she must deeply understand customer needs, products, and applications to devise effective sales strategies, identify new opportunities, forge strategic partnerships, and drive sales growth. The primary focus is on developing new business opportunities while also managing existing businesses, offering technical and commercial support to drive sales growth.

Duties and Responsibilities:

Client Relationship Management

• Build and maintain strong, long-term relationship with key accounts
• Act as primary point of contact between the key account and internal teams
• Understand key account needs and objectives deeply

Strategic Account Planning

• Develop and execute customized account plans aligned with customer’s and company’s business goals

• Drive revenue growth through new business acquisition, partnerships, and market expansion.

Forecasting and Reporting

• Provide accurate sales forecasts and activity reports for key accounts.
• Track key account metrics (revenue, satisfaction, engagement)

Sales & Revenue Growth

• Achieve sales targets and KPIs related to key accounts
• Secure new RFQs and managing them together with Business Head – Automotive, Program Manager and responsible cross functional team.
• Negotiate contracts and pricing agreements
• Monitor account performance and profitability

Cross-functional Collaboration:

• Collaborate with technical departments and R&D, supply chain, finance and customer service to deliver value
• Ensure key account requirements are communicated and implemented across departments

Market & Customer Insight

• Stay updated on market trends, customer business developments, and competitor activities.

• Provide feedback to internal teams for product improvement or service innovation.

Problem Solving & Issue Resolution:

• Handle client escalations efficiently and ensure quick resolution.

• Proactively identify potential risks and take corrective actions

Qualifications/Experience/Education:

Education:

• Masters/bachelor’s degree in engineering from a reputed institute. MBA preferred.

Experience:

• Minimum 10-12 years of experience in Automotive OEM business, preferably in specialty chemicals
• Proven track record in business development and strategic sales management with strategic Key Automotive OEMs in past 3 years

Skills:

• Strong business acumen with a deep understanding of Automotive OEM market trends and consumer behaviour.
• Exceptional leadership, communication, and interpersonal skills.
• Analytical mindset with the ability to drive data-driven decisions.
• Ability to build and nurture relationships with key stakeholders, both internal and external.

Personal Attributes:

• Strategic thinker with a vision for long-term growth.
• Innovative, solution-oriented, and adaptable in a rapidly evolving industry.
• Strong decision-making capabilities and ability to operate in a fast-paced, high-pressure environment.
• High level of integrity, accountability, and professionalism.

Working Conditions:

• Full-time
• Frequent travel to meet customers, both domestic and international, and also for business meetings, partnerships, and events.