Strategic Accounts’ Manager Lithium Urban Technologies

About Lithium Urban Technologies

Lithium is a business that accelerates sustainability, by bringing solutions to the marketplace that are forward-looking, consumer-friendly and responsible. Lithium represents that unique mix of a company founded on strong commercial basis, proudly anchored in social responsibility and in continuous innovation. Lithium is India's first zero emission transport service, with our fleet of Electric Vehicles (EVs) and associated charging infrastructure, backed by strong technology platform for telemetry, GIS, employee transport management, scheduling, rostering and analytics based optimisation; and trained and certified drivers.

Job Description

A. Job Objective
• Manage sales for a set of 10-30 named accounts from a list of top 250 customers by revenue potential with multi-location presence
• Achieve customer acquisition and wallet share objectives nationally in these accounts
• Build strong and deep relationships in each of the named accounts by mapping across the customer organization to further Lithium’s business strategy
• Provide business leadership through a matrix with Regional Account Managers and City/Site Operations

B. Primary responsibilities
Strategic and planning
• Create/execute an Account Plan Strategy for penetrating and building leadership for all of Lithium’s offerings
• Account level profitability and market share at national level
• Identify early industry and market trends affecting mobility choices of mega corporations and be a catalyst in shaping Lithium’s response to these
• Gather market insights and keep track of competition activity
• Align Lithium’s service delivery and customer expectations

C. Functional

• Map all decision makers, influencers and buyers across the buying centre in the customer’s main Head Quartered location
• Identify the key stakeholders at all important locations of the customer and facilitate local mapping of these personnel through Regional/National Account Managers, Zonal Operations Heads, City Operations Managers and Site Managers
• Craft and execute account level plans to achieve the overall revenue, sales, market share and profit goals
• Establish account level value proposition through contracted commercial terms and support the local teams in each region to execute them at all account locations
• Understand the As-Is, its pain points, agree on a vision of what good looks like and propose Lithium’s solutions to realise that vision to each account stakeholder
• Ensure Lithium’s capabilities and product-solutions are communicated effectively to the set of identified accounts
• Propose and negotiate commercial terms and legal contracts with support from internal experts
• Plan and execute account level engagement strategy. Involve key cross functional resources from within for optimal account engagement
• Build personal rapport with key influencers and decision makers in customer organisations to understand their personal and professional objectives related to the delivery of mobility solutions
• Facilitate connections between senior Lithium management and CXOs at customer organisation
• Diligently use SalesForce and other digital tools to conduct oneself efficiently 
• Contribute in providing collective leadership to the Strategic Accounts’ Team
• Work closely with other departments like Operations, Marketing, HR and Technology to ensure a smooth delivery of customer experience
• Coach National/Regional Account Managers in performing their account management roles well
• Participate effectively in candid communication for effective team work
• Provide escalation support to sales and operations teams
• Innovate, make continuous improvements and take new initiatives