Key Account Manager

About the Role

The role holder is expected to onboard and build relationships with 70-80 partner accounts in the given territory to grow the business and service offerings and generate 80-90 lacs Gross Merchandise Value (GMV) per month. The exact number of partners and revenue targets will be based on the India 1 and India 2 markets and specific geographies assigned.

Key Responsibilities

• Account & Partner Relationship Management
• Onboard new accounts by explaining requirements to partners and coordinating with internal stakeholders.
• Meet existing partners periodically and ensure Restaurant Display Page (RDP) content is correct and image coverage is high.
• Make persuasive presentations on the benefits of Dine Out plans & promotions for month-on-month growth and ensure partners invest consistently.
• Execute growth forward activities such as offer alignments and marketing operations alignments to ensure go-live on events and activities as planned.
• Resolve issues such as 'diner denied payout' and ensure seamless transactions for customers and partners at the restaurants.
• Prepare growth plans for each account and gather competitor action insights.
• Data Interpretation & Business Performance Management
• Filter relevant data from the Restaurant facing dashboard and explain key performance metrics to the partner.
• Seek necessary support or actions from the partner to ensure the right RDP view to enable conversions and grow the business.
• Stay updated on partner investments in competition through observations at the point of sale, conversations with partners, competition sales teams, and delivery persons.
• Ensure partner investments are equal or higher than competition with respect to discounts, commissions, and advertisements by highlighting relevant inferences from the dashboard and explaining gains/benefits to the partner.
• Interaction with Stakeholders
• Interact with partner support (discount changes, RDP), sales operations (competition comparison data, festival data), and the finance team (payout reconciliation, GST queries, uncredited amounts).

Functional Competencies

• Understand Dine Out offerings and gain clarity of growth levers.
• Knowledge of basic metrics such as operating hours of restaurants, Ads Revenue Per Order (Ads RPO), Commission Revenue Per Order, and its constituents such as Average Order Value (AOV).
• Elements of data dashboards such as CMS, PowerBi, Compass, Salesmate.
• Understanding of the Conversion Funnel - Advanced Level.
• Week Wise / Month Wise / Day Wise transactions across accounts, denial rates, supply metrics vs competition.

Qualifications

• Graduate with 1.5-4 years of field sales experience.
• Fluency in the local language and working knowledge of English.
• Good working knowledge and experience of e-commerce activities and all online marketing channels.
• Confident, Pleasing, and a go-getter personality.
• Effective communication skills.
• Attitude & Aptitude for Sales.
• Should be a team player, working alongside people from all walks of life.
• Analytical, good Excel skills.
• Candidate needs to be flexible; restaurant owners do not operate on 9-to-5 schedules.
• Leadership and Influencing skills: Identify, build, and use a wide network of contacts with people at all levels, internally and externally. Achieves a good result through a well-planned approach.
• Initiative & Flexibility: Recognizes the need to adapt to change & implement appropriate solutions. Be able to identify opportunities and recommend/influence change to increase the effectiveness and success of campaigns.
• Creativity & Initiative: Demonstrate creativity & originality in your work and have the personal drive and initiative to bring about change and help drive the business forward.