About the position:
We are looking for a Global Account Director role who can continue to transform critical Global Account(s) with a Global responsibility. You would be helping our clients (primarily OEMs and strategic Tier 1s) in transforming their business from being an Automotive / Commercial Vehicle company to Mobility company through Software Consulting and Integration primarily in Connected, Autonomous, Shared and Electric (CASE) domains.
This is a senior role at KPIT, reporting to an Executive Board Member / Geography Head. The person will lead a portfolio of global strategic clients and will ideally be based in the UK/EU with the ability to travel both domestically and internationally. The role may require handling a team of Account Managers as applicable.
The Account Director nurtures strong client partnerships built on strategic insights, quality, client service and trust - with the goal of becoming a trusted adviser to the client. This position interfaces with senior management at client and leads the cross functional internal teams to ensure that services meet or exceed client expectations.
Key competencies of the Account Director:
- Client Focused
- Identify and serve stated and unstated needs of clients. Put himself/herself into the mind of the client and understand needs from the client’s organization point of view and respond promptly with technical and business solutions to meet these needs.
- Consultative Mindset
- Strategically evaluate the decision-making processes of client organizations. Identify who are the real decision makers and influencers with an awareness of all key themes and issues throughout the organization. Select and connect relevant groups/classes to formulate and articulate a problem or a solution in view of the larger picture.
- Domain Competence
- Demonstrated history of success in P&L growth and business development, team leadership and experience in various business functions (executive leadership, sales and business development, product and program management)
- Technical knowledge in one or more CASE automotive technologies (Systems and Software in Autonomous Driving, Digital Connected Solutions, Connected Vehicles, Electric & Conventional Powertrain, Vehicle Diagnostics, and Vehicle Engineering Design)
- Skilled in articulating solutions with good sense and judgement in timing and reinforcing the communication. Master in the ability to use language effectively and express himself/herself with clarity.
- Collaborative
- Build mutually rewarding strategic relationships with client executive team (CXOs) and engineering / purchasing senior management (VPs, Senior Directors). Effectively manage conflict situations while negotiating for win-win solutions.
- Identify and leverage industry partnerships / alliances with ecosystem partners to creatively solve clients’ problems and develop solutions that add value
- Lead a team of Account Managers to collaboratively work with teams / individuals inside and outside the organization and go beyond one’s immediate function or span of control to create cross-functional alignment among and across groups
- Commercially Savvy
- Strategically improve quality of revenue by appropriate pricing, maintaining healthy cash flow, optimizing costs while addressing issues like competitive advantage, market share, business models and risk management, and balance short and long-term considerations.
- Synthesize a situation or problem from the perspectives of multiple stakeholders and address trends, symptoms, problems, alternative technical solutions, and business models.
Day to Day Responsibilities:
- Accountable for setting up yearly revenue goals and planning for long range revenue and strategic growth with the client.
- Ensure achievement of significant revenue growth within large/strategic account, specifically in technology solutions CASE - (Systems and Software in Autonomous Driving, Digital Connected Solutions, Connected Vehicles, Electric & Conventional Powertrain, Vehicle Diagnostics, and Vehicle Engineering Design).
- Meet with senior client contacts to build credibility and create positioning to be considered as strategic partners in client’s key initiatives
- Continuously develop the account to ensure repeat/annuity business combined with a proactive focus on developing new business opportunities.
- Understand, articulate, and position the value of the complete offering range of KPIT in front of a client and work alongside other internal teams expand KPIT’s presence to gain maximum wallet share with client.
- Maintaining an understanding of competitive activity relevant to specific major account; Develop specific business development programs based on competitive information.
- Ensure 100% client satisfaction, retention, and adequate pipeline management to achieve fixed revenue targets and goals
- Maintaining an understanding of KPIT's strategic direction and interpreting its relevance to the client account. Periodically update KPIT management on way forward
- Maintaining an awareness of KPIT's current and future offerings
- Provide direction and mentoring to others in the team and in different geos for assigned accounts.
- Lead successful go-to-market campaigns by working closely with internal marketing teams. Drive brand awareness and lead generation via networking, associations, etc.
Candidate Profile:
- Post-Graduation in management with Degree in Engineering (Electronics, Information systems, Automotive design etc.), or comparable competence.
- 15 to 20 years of experience in direct business development to large Automotive and Mobility Accounts
- Experience in selling to large accounts in automotive or mobility industry across manufacturing, R&D, and after sales business units.
- Good understanding of the automotive technology trends and client needs
- Accustomed of dealing at the "C" level in accounts and adept at creating client development plans appropriate for “C” level.
- Proficient in consultative or value-based strategic relationship building techniques with clients.
- Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth through strategic partner positioning.
- Must demonstrate strong leadership, negotiation abilities and meeting client requirements.
- Technical knowledge in one or more CASE automotive technologies (Systems and Software in Autonomous Driving, Digital Connected Solutions, Connected Vehicles, Electric & Conventional Powertrain, Vehicle Diagnostics, and Vehicle Engineering Designs)
- Excellent English communication skills and interpersonal abilities with an aptitude for fostering long-term relationships.
