Key Account Manager (Chennai; Bangalore)

A factory automation company (Funded Startup) · Chennai, India

Responsibilities:

The Key Account Manager (KAM) is responsible for managing and growing strategic enterprise accounts, building long-term relationships, and driving revenue growth. This role involves deep engagement with client leadership, understanding business needs, and delivering value through tailored solutions.

Key Responsibilities

1. Account Management & Relationship Building

• Own and manage a portfolio of strategic/key enterprise accounts
• Build strong relationships with CXOs, decision-makers, and influencers
• Act as the primary point of contact for all client interactions
• Drive customer satisfaction and retention

2. Revenue Growth & Business Development

• Achieve revenue, margin, and growth targets
• Identify opportunities for:
• Upselling
• Cross-selling
• New business within existing accounts
• Develop and execute account growth strategies

3. Strategic Account Planning

• Create account plans including:
• Business objectives
• Stakeholder mapping
• Opportunity pipeline
• Align internal teams to deliver on account strategy

4. Solution Selling

• Understand customer pain points and business challenges
• Position company offerings as value-driven solutions
• Lead proposals, negotiations, and deal closures

5. Cross-Functional Coordination

• Collaborate with:
• Pre-sales
• Delivery / operations
• Product / engineering
• Ensure smooth project execution and delivery

6. Customer Success & Retention

• Ensure successful onboarding and adoption
• Monitor customer health and satisfaction (CSAT/NPS)
• Handle escalations and ensure timely resolution

7. Governance & Reporting

• Conduct regular business reviews
• Track:
• Pipeline
• Revenue forecasts
• Account performance metrics
• Maintain accurate CRM records

Key Skills & Competencies

• Strong enterprise sales & account management experience
• Excellent stakeholder management & communication skills
• Proven ability to close large deals
• Strategic thinking and problem-solving
• Negotiation and commercial acumen
• Ability to manage complex, multi-location accounts

Experience & Qualifications

• 5 –12 years of experience in:
• Key account management / enterprise sales
• Experience in B2B / SaaS / manufacturing / technology solutions preferred
• MBA or equivalent (preferred but not mandatory)

KPIs / Success Metrics

• Revenue growth from key accounts
• Account retention rate
• Pipeline coverage (e.g., 3–4X)
• Customer satisfaction (CSAT/NPS)
• Deal closure rate

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