Key Account Management

Job Description About The Opportunity Role: Key Account Management Level: Assistant Manager Reporting to: Regional Director Location: Cochin About The Function The Hotels business at MakeMyTrip is one of the largest and fastest-growing verticals within the organization, driving exceptional travel experiences for millions of customers every year. With a strong focus on customer delight, technology-led innovation, and deep partnerships, the Hotels team curates and manages an extensive portfolio of domestic and international stays across leisure and business destinations. The function works closely with supply partners, revenue management, marketing, product, and operations teams to ensure the right balance of availability, pricing, and quality delivering unmatched value to travelers while strengthening partner relationships. Within this, The Independent Hotels team, part of the Domestic Hotel Supply function, is responsible for managing the supply of independent hotels across India. The team oversees a network of more than 70,000 contracted hotels on our platform. About The Role This role plays a critical part in the Key Account Management team within the Domestic Hotels Supply Function. As a Key Account Manager, the incumbent will hold end-to-end responsibility for driving growth for assigned key accounts through regular engagement with partners. This involves sharing essential business insights and recommendations with key external stakeholders and ensuring smooth execution of agreed-upon actions by coordinating with cross-functional teams. What Will You Be Doing - Relationship and Account Management: - Lead meetings with C-level executives in independent hotels to foster engagement and ensure account performance within designated territories. - Collaborate with portfolio partners, providing expertise, analyzing metrics, and offering recommendations based on industry best practices. - Travel 50% of the time across various cities to meet relevant decision-makers, aiming to expand the portfolio. - Portfolio Management and Drive Growth for units: - Review monthly production reports and guide the team in providing feedback to top producing hotels. Plan and execute market visits, conducting review meetings (virtually and in person) to discuss monthly performance. - Create review reports and share market insights and analyses with hotels to drive unit growth, involving relevant team members. - Ensure continuous work on inventory availability and price competitiveness throughout the year. - Network, negotiate, and close deals with hotel partners alongside the team. Drive exclusive deals to secure a competitive edge for the MakeMyTrip Group. - Negotiation Skills: - Build networks and initiate partnerships with new hotels in target markets. - Negotiate commercial terms and finalize agreements that drive mutual growth. - Support marketing and promotional initiatives, including onboarding hotels for sponsored ad-tech campaigns. - Drive exclusive offers and deals with hotel partners to strengthen MakeMyTrip's market competitiveness. Qualification & Experience - Master's degree from a reputed institute with 25 years of experience in Sales, Travel Trade, Key Account Management, or Contracting. - Proven ability to handle multiple accounts/partners. - Strong proficiency in MS Excel and MS PowerPoint. Key Success Factors for the Role - Strong communication skills, able to share ideas clearly and work well with others. - Good team player, works well with different teams and helps get things done together. - Thinks strategically, looks at the bigger picture and plans for the long term. - Good with numbers and analysis, solves problems using data and logic.