Job Description

:Job Title: Key Accounts Manager - Payments BusinessReports to: Industry Head/Enterprise POS Head/ Sales Director/VP SalesDepartment: Sales/Business DevelopmentLocation: Mumbai, Delhi, Bangalore, Chennai, Hyderabad, Kolkata, Ahmedabad, Pune, Chandigarh, Kerala, Lucknow.Job Summary:We're seeking an experienced Key Accounts Manager to drive revenue growth in our payments business by acquiring new key accounts, expanding existing relationships, and ensuring customer satisfaction. The ideal candidate will have:- Strong understanding of the payments industry- Excellent sales and account management skills- Ability to navigate complex sales cycles- Proven track record of meeting or exceeding sales targetsKey Responsibilities:Hunting (40%):1. Identify and pursue new business opportunities with strategic accounts.2. Conduct research, prospecting, and outreach to identify potential customers.3. Develop and execute sales strategies to penetrate new accounts.4. Build relationships with C-level executives, decision-makers, and influencers.5. Negotiate and close deals, ensuring alignment with company goals and customer needs.6. Collaborate with cross-functional teams (marketing, product) to develop customized solutions.7. Conduct discovery calls to understand customer pain points and requirements.8. Develop and present tailored sales proposals and pitches.9. Manage and overcome sales objections.10. Maintain a strong pipeline of sales opportunities.Portfolio Management (30%):1. Manage and grow existing key accounts.2. Develop account plans to increase revenue and customer satisfaction.3. Identify upsell/cross-sell opportunities.4. Conduct regular business reviews with customers.5. Foster strategic relationships with key stakeholders.6. Develop and maintain account plans and customer profiles.7. Monitor customer health and identify potential churn.8. Collaborate with customer success teams to ensure seamless onboarding.9. Develop and implement account growth strategies.10. Ensure customer retention and satisfaction.Relationship Building (20%):1. Develop and maintain strong relationships with customers, partners, and internal stakeholders.2. Understand customer needs and provide tailored solutions.3. Stay up-to-date on industry trends and competitor activity.4. Attend industry events and conferences.5. Build relationships with key decision-makers.6. Develop and maintain a strong network.7. Collaborate with cross-functional teams.8. Provide exceptional customer service.Administrative Tasks (10%):1. Maintain accurate sales records and CRM data.2. Prepare sales reports and forecasts.3. Participate in sales meetings and training sessions.4. Develop and maintain sales documentation.5. Manage sales expenses and budgets.Requirements:1. Bachelor's degree in Business Administration, Marketing, or related field.2. 5+ years of B2B sales experience in payments or fintech.3. Proven track record of meeting or exceeding sales targets.4. Strong communication, negotiation, and problem-solving skills.5. Ability to work in a fast-paced environment.Desirable Skills:1. Experience with payment systems and technologies.2. Knowledge of professional sales methodologies.3. Certification in sales or account management.4. Familiarity with industry-specific trends and challenges.Performance Metrics:1. Sales revenue growth.2. Customer acquisition and retention rates.3. Account penetration and expansion.4. Customer satisfaction (NPS or surveys).5. Sales forecast accuracy.Salary Range: 8 lakhs to 40 lakhs.Competencies:1. Strategic thinking.2. Communication and presentation.3. Negotiation and influencing.4. Problem-solving and adaptability.5. Customer-centricity.Work Environment:1. Fast-paced, dynamic sales environment.2. Collaborative team culture.3. Flexible work arrangements. (Could change basis senior managements directions)Travel Requirements:1. This is a National Role where KAM would be managing a complete Segment. Hence they need to travel across India to identify, meet, win and on-board the customer on various KMBL platforms.2. Approximately every KAM must travel minimum 8 working days of any month specifically for winning Large Key New accounts.By hiring a skilled Key Accounts Manager, we aim to drive revenue growth, expand our customer base, and strengthen our position in the payments industry.Key Performance Indicators (KPIs):1. Quarterly/Annually Sales Throughput - POS & UPI2. Number of New Deals won.3. Number of Units Installed through New deals.4. Incremental Current account float.5. Number of sales calls made & Deal conversation ratio.Success Metrics:1. Number of new accounts acquired & throughput generated through them.2. Revenue (CA, Rentals, Cross Sell Income) growth from existing accounts.3. Customer satisfaction ratings.4. Account retention rate.5. Channels (WBG, Wealth, GIB satisfaction.)

Kotak Mahindra Bank