Key Account Manager I

Role overview

This position is responsible for managing premium restaurant partners in a designated city. The accounts handled here are generally larger and more complex, including chain brands, established multi-location restaurants, and independent businesses that are expanding across multiple outlets. The work involves multi-party negotiations, larger commercial opportunities, tailored solutions, and a strong focus on business impact, return on investment, and long-term strategy. The role blends on-ground partner engagement with office-based analysis and senior-level relationship management. Success depends on the ability to build trust with stakeholders as well as the analytical skill to create customized business cases. The role also involves guiding the Sales Manager layer and contributing to a part of the city’s overall targets.

Key responsibilities

• Take ownership of a portfolio of multi-outlet restaurant partners, typically 30-40 high-value accounts, or 60-80 accounts in Indianext cities, with each account covering 2-10 outlets. These partners account for roughly 40-60% of the city’s revenue.
• Manage senior-level relationships with franchise owners, regional leaders, and operations heads, since decisions are usually made by top stakeholders rather than individual outlet managers.
• Act as a strategic advisor by helping restaurant partners think beyond product features and focus on business growth, including faster delivery, higher order frequency, and consistency across locations.
• Visit key accounts on a monthly basis to understand operations, collect feedback, resolve adoption challenges, and identify new growth opportunities.
• Prepare comprehensive business reviews for accounts, study performance by cuisine and benchmark results, and recommend practical growth plans.
• Spot expansion potential within existing accounts, such as additional outlets or new product and cuisine opportunities, and convert relationships into incremental revenue.
• Create polished Excel-based materials such as executive presentations, ROI models, and monthly and quarterly business review decks with charts and trend analysis that are ready for senior leadership.
• Conduct about 60-70 in-person meetings with restaurant partners each month.

Candidate profile

The ideal candidate brings 2-4 years of experience in account management, B2B sales, or enterprise sales, with a proven step-up through roles such as SDR, AE, or AM. Experience handling deals involving multiple stakeholders is important. Since the restaurant business operates continuously, the person in this role must take full ownership of the growth of the assigned partner portfolio. Strong Excel capability is essential, including pivot tables, VLOOKUP, data visualization, and forecasting. The candidate should also be able to build dashboards for each restaurant partner to track performance effectively. A background in an MBA or PGDM is preferred, regardless of specialization. Familiarity with the restaurant industry is expected, including unit economics, delivery margins, competitive dynamics, and aggregator-led business models, as this will help reduce ramp-up time and strengthen advisory quality.

Additional information

This is a mid-senior account management role that requires a mix of field work, strategic thinking, and analytical execution. The assigned city targets must be owned proactively, and the role calls for regular interaction with business decision-makers across the restaurant ecosystem.