Key Account Manager

Salary range: Rs 800000 - Rs 2000000 (ie INR 8 - 20 LPA)

Min Experience: 10 years

Location: Chennai

JobType: full-time

Requirements

This position is a leadership role with dual responsibilities, encompassing:

1️⃣ Client & Key Account Management

• Act as the primary contact for strategic international clients across the USA, Europe, Australia, and the Gulf region
• Gain a thorough understanding of client pipelines, challenges, and growth plans
• Drive account growth through upselling, cross-selling, and introducing new service offerings
• Handle quotations, negotiations, change orders, invoicing, and collections
• Achieve and maintain a quote win rate of 60-70% or higher
• Foster long-term relationships at the executive level

• Lead a team of 30-50 engineers, including Team Leaders and Quality Control personnel
• Plan, schedule, and oversee the execution of 5-15 projects concurrently
• Ensure timely and high-quality delivery of drawings, BIM models, and documentation
• Take ownership of revenue, utilization, margins, and overall financial performance
• Manage capacity planning and resource allocation effectively
• Uphold rigorous quality assurance and quality control standards

🔹 Account Growth & Commercial Management

• Actively monitor client project pipelines
• Prepare precise estimates based on hours per tonne, sheet, or model element
• Conduct pricing negotiations while safeguarding profit margins
• Manage scope changes to avoid revenue leakage
• Ensure billing is prompt and payments are followed up diligently

• Lead project kickoff meetings
• Oversee Requests for Information (RFIs) by reviewing, consolidating, tracking, and resolving them internally when possible
• Approve critical deliverables prior to client submission
• Maintain clear and effective technical communication

• Create master schedules using tools like MS Project or Smartsheet
• Segment projects into well-defined work packages
• Track planned versus actual hours and implement corrective measures when needed
• Manage prioritization across multiple projects

• Achieve weekly and monthly revenue targets
• Submit detailed financial and utilization reports
• Optimize commercial terms to maximize profitability
• Ensure all additional work is properly documented and invoiced

• Recruit, onboard, and mentor engineering staff
• Develop capable Team Leaders
• Conduct quarterly performance reviews and establish KPIs
• Maintain attrition rates below 12%
• Organize bi-weekly technical training sessions

• Take ownership of the quality of all deliverables
• Maintain client-specific QC checklists
• Perform Root Cause Analysis and implement Corrective and Preventative Actions (CAPA)
• Conduct monthly quality review meetings
• Manage and update a lessons-learned database

• Ensure team proficiency in Tekla, Revit, and other BIM tools
• Promote automation initiatives that free up 5-10% of team capacity
• Enhance productivity through parametric tools and AI technologies
• Measure and report on efficiency improvements

🎓 Education

• B.E./B.Tech in Civil or Structural Engineering (required)
• M.E./M.Tech (preferred)
• PMP, Tekla, Revit, or BIM certifications (desirable)

• 7-10+ years of hands-on experience in Steel Detailing (Tekla) and Structural BIM
• 4-6+ years managing full project cycles
• 3-5+ years leading teams of 15-50 members
• Direct experience working with international clients (mandatory)
• Experience managing key accounts worth ₹5 Cr or more (preferred)
• Strong background in commercial activities, estimation, and margin management
• Expertise in Structural Steel Detailing, BIM, or Engineering Services

steel detailing

tekla

Good To Have Skills

structural bim

international clients