Key Accounts Manager

Goibibo; Gurugram District; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Goibibo is seeking a Key Account Manager (Deputy Manager level) for pan-India cab partnerships. The role focuses on managing vendor accounts, driving supply participation, and ensuring KPI targets across Airport, Outstation, Hourly Rental, and Corporate Cab segments.

You will liaise with cross-functional teams, travel extensively to partners, and negotiate commercial terms to optimize margins and service quality.

Qualifications

• MBA or equivalent postgraduate degree preferred.
• Experience in Key Account Management (Vendors) or B2B sales in cab/mobility.
• Willingness to travel extensively and work independently.
• Strong analytical skills with numbers; proficient in Excel and PowerPoint.
• Excellent verbal and written communication.
• Proven execution skills and ability to solve on-ground challenges.
• Prior cab or mobility industry experience preferred (Uber, Ola, etc.).

Responsibilities

• Engage with large partners across Airport, Outstation, Hourly Rental, and Corporate Cab businesses.
• Manage end-to-end partner accounts and drive sustainable business performance.
• Travel across cities to engage partners and provide insights, metrics, and recommendations.
• Drive growth through initiatives across segments and ensure price competitiveness.
• Negotiate commission structures and contractual terms with partners.

Skills

Relationship management

Negotiation

Data analysis

Presentation skills

Education

MBA or equivalent

Tools

Excel

PowerPoint

Job description

About the Opportunity:

Role: Key Account Manager

Reporting to: Associate Director Cabs Supply

Level: Deputy Manager

Location: Gurgaon

About the Function:

Go-MMT Cabs is a top player in the organized cab-hailing industry, setting new standards in service and quality. Whether for business or leisure, we ensure a reliable and comfortable experience for every ride. Our commitment to excellence makes us the go-to choice for planned travel. Go-MMT Cabs is committed to providing exceptional transportation solutions, currently focusing on three key areas:

Outstation Cab Hires:

Our outstation product enables customers to plan and book intercity cab services across more than 40,000+ routes. With options for multi-day rentals, we offer flexibility and convenience for all the travel needs.

Airport Transfers:

We provide seamless airport transfer services connecting cities to airports and vice versa. Operating in over 75+ cities across India and 600+ international airports, our service is backed by industry-leading fulfillment and customer satisfaction (NPS). Leveraging our expertise in flights and travel, we deliver an elevated cab booking experience through innovative, industry-first products.

Local Cab Rentals:

Our local cab rental service offers time-based (hourly) rentals, providing dedicated availability and flexibility for consumers looking to navigate within their local city. This service caters to various travel needs, whether for errands, business, or leisure. At Go-MMT Cabs, we strive to redefine the cab booking experience, ensuring reliability, convenience, and customer satisfaction at every step.

About the role:

The role will be responsible for managing and engaging with cab vendor accounts and corporate supply partners with pan-India operations. The ideal candidate will be expected to drive supply participation across key program charters and product features while owning core vendor sufficiency and quality KPIs. The role also involves closely liaising with cross-functional stakeholders and corporate account managers to ensure seamless execution. Additionally, the incumbent will be required to travel extensively to meet partners, gather on-ground insights, and drive continuous feedback for process and program improvements.

What will you be doing:

1. Relationship and Account Management:

• Responsible for engaging with large partners across Airport, Outstation, Hourly Rental, and Corporate Cab businesses, while maintaining the corporate supply fleet.
• Manage end-to-end partner accounts and drive sustainable business performance.
• Travel across different cities within the assigned portfolio to engage with cab partners and provide expertise, insights, performance metrics, analysis, and recommendations based on industry best practices.

2. Process Management and Driving Growth:

• Drive top-line and bottom-line growth through existing and new initiatives across Outstation, Hourly Rental, Airport, and Corporate Cab businesses.
• Ensure price competitiveness, inventory availability, and the right mix of cab categories.
• Maintain key supply metrics such as fulfilment, NPS, on-time performance, and other operational KPIs.
• Standardize processes, billing mechanisms, and own the escalation management matrix.
• Ensure active vendor participation in key business initiatives and programs.

3. Data Analysis and Reporting:

• Prepare geography-wise and service-wise sales plans and ensure their achievement.
• Build and maintain MIS dashboards and market intelligence reports.
• Review daily, weekly, and monthly performance reports and provide actionable feedback and recommendations.

4. Negotiating:

• Negotiate commission structures with partners to ensure healthy margins while enforcing SLAs and penalty metrics.
• Engage with partners on contractual pricing and negotiate commercial terms on behalf of large and medium corporate clients.

Qualification & Experience

• MBA or an equivalent postgraduate degree from a reputed institute is preferred.
• Prior experience in Key Account Management (Vendors), Supply Contracting, B2B Sales, or Business Development within the cab or mobility industry is preferred.
• Willingness to travel extensively and execute independently.
• Strong analytical skills with a high level of comfort working with numbers and data; proficiency in Microsoft Excel and PowerPoint.
• Excellent verbal and written communication skills.
• Proven experience in driving execution and solving on-ground operational challenges.
• Prior experience in the cab or mobility industry, such as with Uber, Rapido, Ola, BluSmart, Eco, WTi, Orix, or similar organizations, is preferred.

Key Success Factors for the Role

• Enhance Customer Experience: Improve the post-booking customer experience by driving key performance metrics such as NPS, call ratio, and block ratio.
• Reduce User Cancellations: Develop and implement strategies to reduce user cancellations while maximizing net served bookings.
• Drive Growth: Improve customer retention by identifying opportunities for repeat business and delivering a seamless customer experience that encourages users to choose cab services for future travel.