Key Account Manager

About the Role:
As an Account Manager, you will be directly responsible for a portfolio of customers and its life cycle. To establish a successful long-term business partnership with the customer, driving profitable revenue growth, upselling and cross selling across the customers landscape to drive Freight Tiger product adoption. You will engage with customers in a consultative manner, aiding their decision-making process by providing analytics and ROI modules. You will own the top layer relationship with the customers and drive achieving the operational metrics and KPIs.
This role is varied and fast-paced and you are expected to have excellent problem solving and analytical skills.

Key responsibilities:
Understand customer expectations thoroughly. Build and execute the sales plan for the customer with clear focus on product mix, penetration, market share, market research, acquisition, cross selling, up-selling and retention.
Lead and participate in negotiations with customers at various levels.
Contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales portfolio.
Work closely with customer success managers on the accounts to drive operational excellence.
Develop excellent and high delivering relationships with FT cross-functional teams.
Aid product and tech teams with insightful inputs for strengthening FT product offering to the market.
Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions.
Develop and implement a strategy to promote FT products and solutions to the assigned list of customer accounts.
Repeatedly strive to deliver value to the client. Maintain a regular cadence of analytical reviews with the client to identify metrics critical for clients.
Own and deliver FT favorable “Net Promoter Score” from the designated accounts.
Brick walling; develop plans to deny competitor penetration into the accounts. Analyze all customer health metrics to use data to identify any potential “at risk” customers.
Ensure optimal financial health of the account.
Create an environment of frictionless engagement with accounts. Accountable for customer escalations and its treatment within FT.
Business intelligence – Provide FT with current industry and competition updates.

Requirements:

Not limited to - experience in managing large/enterprise customers/matrix organizations in industries like FMCG, Pharma, Engineering and Manufacturing.
Structured approach with good personal organization of time management and use of efficient work methods and tools.
Experience navigating and steering customer engagements/negotiations to completion with a high level of customer satisfaction.
Attitude to challenge self and others to exceed standards and achieve extraordinary results, striving for best in class.
Analytical and results-driven mentality, with a bias for speed and action.
Exceptional communication, presentation and interpersonal skills.
Good problem-solving skills coupled with the ability to provide quick resolution to problems.
Ability to thrive in a multi-tasking environment and adjust priorities on-the-fly while still having the ability to focus on details and be analytical.
You will be a strong teammate, but still a self-starter.
Ability to maintain harmonious and constructive relationships with all teams and team leaders.

Preferred qualifications:

MBA/equivalent Degree along with 10-12 years in Sales/Business Development/Consulting/Key Account Management.