Dow Chemical Key Account Manager in India, India

The company is looking forKey Account Manager (m/f)to be based inMumbai-Vikhroli (India).


The purpose of this document is to describe the responsibilities of Account manager in Dow Coating Materials.

Job Overview:

Co-ordinate and lead given activities between Company and the nominated and accounts also through distributor channels in a professional manner and to assist Sales Director to achieve the individual and company objectives set out in the business plan.

Key Responsibilities:

  • Develop and maintain relationship at all core business accounts and distributor channels in given territory

  • Develop sales plan and account strategy for the assigned accounts & distributor.

  • Deliver the volume and SGP targets and drive share growth.

  • Implement price changes in a timely manner to maintain quality of business.

  • Prepare and implement market and account plans which reflect the needs of the markets and nominated accounts and which are aligned with Company business plans.

  • Co-ordinate the preparation of contract proposals and lead/conduct negotiations aimed at win/win conclusions with advice and consultation from Sales/ Business Manager. Manage those contracts strictly as negotiated.

  • Work with Supply Chain, Customer Service and Technical Service and Development teams to ensure customer satisfaction, meet agreed targets, Complaint resolution and “right first time”. Ensure customer and distributor expectations in account management, technical support and product training are met.

  • Ensure sales projects are being identified with the customer and entered in the SAP system; also that appropriate new technology is introduced as part of the agreed customer strategy in a timely fashion with Sales Director and TS & D manager involvement.

  • Support evaluation and process forecasts for all nominated strategic accounts and distributors to meet the needs of the customers and to form part of regional production plan input.

  • Ensure all nominated distributors and strategic accounts pay to agreed trading terms. All non conforming terms to be agreed with Sales Manager.Report on sales progress v/s plan and service issues on a monthly basis.

  • Work closely with Technical & Marketing teams to identity customer needs and develop strong innovation pipe line for the designated accounts and distributor.

Key Decisions:

  1. Price negotiations and implement business directions set by Sales Director and Product Management team. Propose when technical service is required, and identify detail and priority necessary. Arrange these with Technical Service personnel charged with support for the area in consultation with Sales Manager.

  2. In the event of a product or process problem identify what actions are required and take responsibility for initiating them.

  3. Decide importance and urgency of customer complaints and what company resources need to be directed to solution, in conjunction with Sales Manager.

  4. Decide which current products are most appropriate to meet customers’ needs in conjunction with Sales Director and Marketing Manager.

  • Up to 8-10 years of relevant industry sales/Technical service experience in coatings or chemical industry

  • Degree in Chemical / Paint or Polymer Engineering.

  • Management Degree will be an added advantage

  • Good interpersonal skills and should be team player.

  • Good understanding of Key account Management & Distribution Management.

  • Highly agile and ability to adopt under dynamic market situations

  • Should have customer service mind set

  • High on mobility within India subcontinent ( 40%).


Key Account Manager



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