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
What We're Looking For
Experience & Background
- 2-4 years in account management, B2B sales, or enterprise sales (proven progression from SDR/AE to AE or AM role)
- Track record in managing multi-stakeholder deals
- Restaurant Business is a round-the-clock business; the role holder has to take ownership of the growth of the assigned portfolio of restaurant partner
- Advanced Excel skills: pivot tables, VLOOKUP, data visualization, forecasting. You should be able to build a dashboard for each RP, which can help you and the restaurant partner to keep track of their business with us
- MBAs/PGDMs would be preferred in any discipline
- Strong Industry Understanding: Since this is a mid-senior account management role, working knowledge of the restaurant ecosystem (unit economics, delivery margins, competitive landscape, aggregator dynamics) should be expected. Industry familiarity will significantly reduce ramp-up time and improve consultative quality.
