Key Account Manager I
Overview
A Key Account Manager owns high-value restaurant partners within an assigned city, typically chains, established multi-outlet restaurants, and growing independents expanding to multiple locations. These accounts are more complex: they involve negotiations with multiple stakeholders, larger deal sizes, custom solutions, and deeper engagement around ROI and strategy. You combine field presence with office-based analysis and executive relationship management. Success requires both relationship skills and the analytical ability to build customized business cases. You mentor the Sales Manager tier and own a portion of the city-wide targets.
Key Responsibilities
- Own a portfolio of multi-outlet restaurants: Manage 30-40 high-value accounts(60 to 80 in case of Indianext cities), each with 2-10 outlets. These accounts represent 40-60% of city revenue
- Executive relationship management: Build relationships with franchise owners, regional managers, and operational heads. You are often dealing with decision-makers, not individual restaurant managers
- Consultative strategy: Move beyond product features. Help restaurants think about their growth strategy across, e.g., optimizing delivery times, increasing order frequency, and cross-location consistency
- Field presence with data: Conduct monthly visits to key accounts to understand operations, gather feedback, troubleshoot adoption barriers, and surface new opportunities
- Advanced analytics: Build detailed business reviews (QBR) for accounts. Analyze their performance across cuisine, compare against benchmarks, and present growth strategies
- Pipeline development: Identify expansion opportunities with existing accounts (new locations, new products/cuisine). Turn your relationship into revenue growth
- Excel excellence: Build executive presentations, ROI models for pitches, and monthly and quarterly business reviews with charts and trend analysis. Your spreadsheets must be presentation-ready for C-level stakeholders
- 60 to 70 in-person restaurant partner meetings in a month
Experience & Background:
- 0-2 years in B2B sales, field sales, or business development (preferably in FMCG, food/beverage, or hotel industry)
- Track record of meeting or exceeding targets and managing your own pipeline
- Restaurant Business is a round-the-clock business; the role holder has to take ownership of the growth of the assigned portfolio of restaurant partners.
- Comfort with data, especially Excel—you should be able to build pivot tables, use VLOOKUP, and create dashboards without help
- Post - Graduated preferably in marketing or sales
"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regards to race, color, religion, sex, disability status, or any other characteristic protected by the law"
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, disability status, or any other characteristic protected by the law.
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