Love Pangolin
Website:
lovepangolin.com
Job details:
KEY ACCOUNTS MANAGER — PROJECTS
Tiles & Marble | Sales
THE OPPORTUNITY
Our client is a large, listed building materials company — a leading player in tiles, marble, and surfaces — entering a defined phase of transformation across manufacturing efficiency, supply chain resilience, and brand repositioning toward premium, design-led categories.
The Key Accounts Manager will own the company's most strategic project relationships across real estate, hospitality, commercial, and institutional sectors — the accounts that anchor volume, define design credibility, and carry disproportionate weight in the brand's premium narrative.
This is a rare commercial mandate: end-to-end ownership of the key account lifecycle — from identification and relationship-building through to collections and delivery — with direct influence over how the country's most consequential developers, architects, and design consultants experience the brand.
THE ROLE
Strategic Account Identification & Segmentation
Identify, develop, and nurture key accounts aligned with the company's premium positioning. Build a tiered segmentation model — prioritizing by volume potential, design relevance, margin contribution, and strategic weight — and continuously scan the market for new high-potential accounts and projects across regions.
Relationship Management & Stakeholder Engagement
Serve as the face of the brand to its most important clients — promoters, architects, interior designers, purchase heads, project consultants, and contractors. Lead presentations, co-creation discussions, and joint business reviews that keep the relationship ahead of the transaction.
Sales Growth & Share of Wallet
Drive cross-category growth across tiles, natural marble, and mosaics within existing accounts. Own the full project lifecycle — inquiry, product approvals, mock-ups, sampling, BOQ finalization, order closure — converting relationship equity into revenue.
Account Planning & Strategic Execution
Build customized account plans with clear targets, timelines, and decision workflows. Work closely with supply chain and logistics to guarantee on-time, in-full delivery on time-sensitive project phases, and maintain forecast accuracy and pipeline discipline in CRM.
Collections & Financial Controls
Own payment collection discipline on large, complex project accounts. Manage credit risk, reconciliations, and overdue follow-ups in close partnership with finance — account health is a KAM responsibility, not a finance afterthought.
Internal Collaboration & Execution Excellence
Act as the internal voice of the customer — aligning design studio, plant dispatch, regional sales, and customer care around client commitments, and feeding market intelligence on competition, pricing, and design trends back into strategy.
WHAT SUCCESS LOOKS LIKE
• Revenue and margin growth from key accounts against company targets
• Increased share of wallet across tiles, marble, and mosaic
• Growth in the number and value of new strategic account wins
• Improved collection efficiency and reduced DSO
• Strong customer retention and satisfaction scores
• A healthy, well-forecast pipeline of product approvals and project wins
• Disciplined CRM adoption and account plan execution
WHAT WE'RE LOOKING FOR
• A graduate in Business, Marketing, or Civil Engineering; an MBA is preferred
• A minimum of 7 years in B2B or project sales, with demonstrated success in key account management
• An established network among architects, developers, interior consultants, and procurement teams
• A track record in project-based selling with long, complex sales cycles
• High ownership, strong interpersonal command, and the ability to influence senior stakeholders
• Willingness to travel and manage multiple project locations simultaneously
• Prior experience at a top-5 tile company preferred
Click on Apply to know more.
