Key Accounts Manager
6d ago


Sr. General Manager , Enterprise Accounts Adani Group

Job Summary :

Candidate will lead Johnson Controls’ engagement with Adani Group as strategic Enterprise Accounts across the India and globally, driving senior customer leadership engagement, growth initiatives related to sustainability, digital, services and other vectors, while driving the overall account strategy.

He / She will ensure consistent growth in secured orders, secured margins, and other leading indicators such as pipeline, win-rate, customer satisfaction ( install & service for the account ) etc.

across all lines-of-businesses such as HVAC, Fire & Security and Building Automation Systems.

He / She will represent these Enterprise Accounts at the Johnson Controls’ Global Executive Committee and Asia Pacific Senior Leadership Team.

Candidate will report to the Director Sales , India

Key Responsibilities :

  • Develop comprehensive Enterprise Account strategy with clear understanding of Johnson Controls’ entitlement, customer investment plan and their key needs, across new installation and services in the built environment.
  • Drive and inject Johnson Controls’ expertise and solutions related to Sustainability, Healthy Buildings and Digital , by leveraging internal circle of experts and engaging customer leadership in these accounts.
  • Forge strong relations with senior customer leaders at these Accounts, to not only reinforce Johnson Control’s commitment but also build sponsorship for growth initiatives and partnerships.
  • Position Johnson Controls’ early during design stage of customer’s proposals by taking a solutions approach , to ensure customer needs are translated into a strong and differentiated value proposition.
  • Ensure Johnson Controls’ proposal competitiveness with Center of Engineering, pre-sales and country sales teams , injecting customer and market insights to ensure high success rate, and profitable growth.
  • Create Master Service or Frame Agreements to drive technical and commercial standardization , across all lines-of-businesses and countries.
  • Partner with project management and services execution teams , to ensure customer feedback is well captured and delivered to the teams ensure customer satisfaction.
  • Education & Experience requirements :

  • Minimum 12 years in front-line sales and account management
  • Proven track record of driving strategic growth at large customer accounts
  • Ability to connect and build relationships with senior customer executives
  • Having worked with Adani group and its affiliates will be of help . Should come with an understanding of managing relationship in a diversified business group
  • Solid understanding of key trends and solutions in the buildings industry related to sustainability, digital, occupant experience, etc
  • Strong communication skills incl. fluency in English
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