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.
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"
