Key Account Manager

Job Title: Key Account Manager (KAM)

The Key Account Manager (KAM) is responsible for building and growing strategic relationships with Thermax's key customers by driving long-term business partnerships. The role combines strategic account management, consultative selling, energy transition advisory, and cross-functional collaboration to position Thermax as a trusted partner in customers' growth, decarbonization, and sustainability journey.

For Industrial Products Business (IPB), this initiative will play a key role in helping us:

Responsibilities

• Manage customer relationships across the entire pre and post order value chain
• Create strong alignment and collaboration across business
• Improve responsiveness and enable faster, better-informed decision making
• Revive and strengthen inactive customer relationships
• Effectively manage complex multi SBU customer engagements
• Drive focused growth in strategic and high value accounts

Strategic Account Management

• Develop and execute long-term account strategies aligned with customer business priorities.
• Build strong relationships across business, technical, procurement, operations, and leadership teams.
• Drive executive engagement and strengthen Thermax's strategic positioning.

Business Growth & Energy Transition

• Identify new business opportunities through account planning and white-space mapping.
• Lead customer discussions on decarbonization, energy efficiency, and sustainable solutions.
• Position Thermax's integrated portfolio to address evolving customer needs.

Integrated Solution Selling

• Collaborate across Business Units to develop end-to-end customer solutions under the "One Thermax" approach.
• Align technical, commercial, and delivery teams to ensure seamless proposal development and execution.
• Drive solution-based selling to maximize customer value.

Deal & Project Management

• Lead opportunity qualification, proposal strategy, commercial negotiations, and contract closure.
• Monitor project execution, customer satisfaction, and risk mitigation throughout the project lifecycle.
• Drive aftermarket opportunities, including services, AMCs, digital solutions, and lifecycle support.

Customer Insights & Innovation

• Capture Voice of Customer insights and identify emerging industry trends.
• Collaborate with internal teams to drive product improvements, innovation, and customized solutions.
• Share market intelligence and competitive insights to support business strategy.
• Commercial & Technical Acumen
• Energy Transition & Sustainability
• Cross-functional Leadership

Requirements

• Strategic Account Management
• Consultative & Solution Selling
• Customer Lifecycle Management
• Risk & Commercial Awareness
• Application knowledge in Food and Beverage, Pharma and Chemical Sectors will be an added advantage