Enterprise Sales - Partnership, Growth and Retention

Fabhotels; Mumbai, Bengaluru; On-site; INR 2,800,000 - 4,000,000; Full time

Benefits offered by this job

On-site five-day work week

Job summary

Fabhotels in Mumbai seeks a senior professional to manage a portfolio of corporate accounts, lead onboarding after acquisitions, and drive ongoing client success. You will build strong relationships with decision-makers, conduct regular reviews, and identify growth opportunities while coordinating with Sales, Operations, Product, and Finance to ensure superior client experience.

The role requires 7–15 years in B2B account management, with travel and hospitality experience preferred.

Qualifications

• 7–15 years of relevant experience in B2B key account management, client success, or customer success.
• Experience managing large corporate/enterprise accounts and sizable portfolios.
• Proven onboarding and management of new accounts post-acquisition.
• Prior travel, hospitality, TMC, OTA, or TravelTech experience preferred.

Responsibilities

• Manage end-to-end relationship with a portfolio of corporate accounts and ensure client satisfaction.
• Own onboarding and transition of newly acquired accounts for smooth implementation.
• Build relationships with key stakeholders across client organizations.
• Conduct regular client reviews to understand needs and resolve concerns.
• Identify and drive upselling and cross-selling opportunities.
• Monitor performance, feedback, and service delivery to meet SLAs.
• Escalate issues for strategic accounts and coordinate with internal teams for resolution.
• Collaborate with Sales, Operations, Product, Finance, and other teams for seamless experience.
• Track market trends and competitor activities; provide insights to clients and internal stakeholders.
• Drive retention, account growth, and long-term value across new and existing accounts.
• Travel as required for client meetings and reviews.

Skills

Key account management

Stakeholder management

Negotiation

Problem solving

Client relationship management

Education

MBA

Job description

Key Responsibilities

• Manage the end-to-end relationship with a portfolio of corporate accounts and ensure a high level of client satisfaction.
• Own the onboarding and transition of newly acquired accounts, ensuring a smooth implementation and successful adoption.
• Build strong relationships with key stakeholders and decision-makers across client organizations.
• Conduct regular client reviews to understand business needs, resolve concerns, and identify growth opportunities.
• Identify and drive upselling and cross-selling opportunities across the account portfolio.
• Monitor account performance, client feedback, and service delivery to ensure agreed SLAs are met.
• Act as the key escalation point for strategic accounts and coordinate with internal teams for timely resolution.
• Work closely with Sales, Operations, Product, Finance, and other teams to ensure seamless client experience.
• Track market trends and competitor activities and provide relevant insights to clients and internal stakeholders.
• Drive retention, account growth, and long-term value across both new and existing accounts.
• Travel as required for client meetings, business reviews, and relationship management.

Education & Experience

• 7–15 years of relevant experience in B2B Key Account Management, Client Success, or Customer Success.
• Experience managing large corporate/enterprise accounts and a sizeable account portfolio.
• Proven experience in onboarding and managing new accounts post-acquisition.
• Sales-only experience will not be considered sufficient.
• Prior experience in Travel, Hospitality, TMC, OTA, or TravelTech is highly preferred.
• Experience working in a fast-paced startup environment is preferred.
• Strong stakeholder management, communication, negotiation, and problem-solving skills.
• MBA is preferred.

Preferred candidate profile

• A highly customer-focused and ownership-driven professional.
• Strong startup experience preferred, particularly candidates who have demonstrated the ability to build and scale business from 0 to 1 and 1 to 100.
• Someone who can build relationships, manage complex accounts, and identify business growth opportunities.
• Strong ability to manage both newly onboarded and existing enterprise accounts.
• A strategic thinker with strong execution and stakeholder management capabilities.
• Someone comfortable working in a fast-paced, high-growth environment.

Details: 5 days work week (on-site)