Key Account Management

MakeMyTrip; Gurugram District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

MakeMyTrip is seeking a Key Accounts Manager to drive growth with key hotel partners across India. You will onboard new hotels, manage ongoing relationships, and collaborate with revenue, marketing, and product teams to execute agreed strategies.

The role involves extensive field interaction, quarterly performance reviews with partners, and delivering insights to optimize inventory and pricing. A strong background in travel trade and contracting is preferred.

Qualifications

• Master's degree from a reputed institute.
• 2-5 years of experience in sales/Travel Trade/Key Account Management/Contracting/B2B Sales.
• Proficiency in MS Excel and MS PowerPoint.

Responsibilities

• Manage onboarding and ongoing relationship with key hotel accounts.
• Drive revenue growth by leveraging partnerships and exclusive deals.
• Review performance reports and provide insights to partners.
• Coordinate with cross-functional teams to implement strategies.
• Travel across cities to meet decision-makers; 25% field time.

Skills

Key Account Management

B2B Sales

Contracting

Negotiation

Travel Trade

Education

Master's degree

Tools

MS Excel

MS PowerPoint

Job description

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.

The Chains team is a part of the Hotel Supply Function and this team manages the overall business growth and supply of branded chain hotels headquartered in India. This team manages key Indian brands such as IHCL (Taj, SeleQtions, Vivanta & Ginger), ITC, Leela, Sarovar etc. and has direct contracts with 1000+ hotels

About the Role:

The Key Accounts Manager holds end-to-end responsibility for fostering growth among key accounts from driving on-boarding of new hotels to generating revenue achieved through regular interaction with revenue heads. This position entails sharing vital business insights and recommendations with key external stakeholders, while ensuring seamless execution of agreed-upon strategies by collaborating with internal cross-functional teams, including category, revenue, and marketing.

What will you be doing:

1. Relationship & Key Account Management:

The role entails collaborating with partners in the portfolio and providing expertise, metrics analysis, and recommendations based on industry best practices.

Furthermore, the role will involve traveling across various cities to meet relevant decision-makers. Additionally, the role holder will need to spend 25% of their time in the field within the same city.

2. Portfolio Management & Driving Growth for units:

Review monthly production reports and provide feedback to the top producing hotels.

Plan and execute market visits.

Conduct review meetings (virtually and in person) to discuss monthly performance.

Train partner hotels on our extranet to enable effective usage.

Build review reports, share market insights with the hotels, conduct comp-set analysis to drive growth for the unit.

Ensure adequate inventory availability and price competitiveness throughout the year.

3. Negotiation Skills:

Network, initiate deals, negotiate, and close deals with hotel partners.

Strategize to improve hotel marketing efforts.

Onboard hotels for Ad-tech sponsored unit campaigns and negotiating exclusive deals with hotel partners to ensure a competitive edge f or MMT Group.

Qualification & Experience:

• Master's degree from a reputed institute with 2 - 5 years of experience in sales/Travel Trade/ Key Account Management/ Contracting/B2B Sales.
• Experience in handling multiple accounts as a partner is preferred.
• Proficiency in MS Excel and MS Power-point.

Key Success Factors for the Role:

• Team player & strategic thinking
• High on analytical and problem solving skills