Key Account Manager/Growth Leader - IT/ITeS

Job Summary: As a Key Account Manager / Growth Leader specializing in existing account farming, your primary responsibility will be to nurture and grow relationships with our current customers. You will focus on identifying and capitalizing on upselling, cross-selling, and renewal opportunities within assigned accounts. Your goal will be to maximize revenue, increase customer loyalty by identifying opportunities to add Value to the Customer Process and contribute to the overall Growth of the

Account and Organization.

Key Responsibilities:

1. Account Management:

- Serve as the main point of contact for assigned existing accounts.

- Develop a deep understanding of customers' business objectives, needs, and challenges.

- Build and maintain strong relationships with key stakeholders within the accounts.

- Understand Company's strength and Key differentiators and use that to proactively identify opportunities to expand business and drive revenue growth within existing accounts.

2. Upselling and Cross-selling:

- Identify upselling and cross-selling opportunities by analysing customers' needs and services.

- Present additional products, services, and upgrades to customers, highlighting their value and benefits.

- Collaborate with internal teams (e.g., Product, Solutions, Support) to tailor offerings to customers' specific requirements.

- Negotiate contract renewals, pricing, and terms to maximize revenue potential.

3. Relationship Building:

- Calendarize & conduct regular check-ins and face to face meetings with customers to maintain strong relationships.

- Understand customers' evolving needs and pain areas and proactively propose relevant solutions.

- Anticipate and address potential issues or challenges to ensure customer satisfaction.

- Act as a trusted advisor to customers, providing expert guidance and support while keeping Company's interests in mind.

4. Forecasting and Reporting:

- Track and manage Growth activities and opportunities within assigned accounts both in terms of headcount as well as Revenue.

- Prepare accurate growth opportunity forecasts, reports, and account plans.

- Provide regular updates to management on account status, progress, and potential risks.

- Collaborate with the sales team to share best practices and leverage collective knowledge.

5. Customer Retention:

- Monitor customer satisfaction and address any concerns or issues promptly.

- Collaborate and work with Delivery Teams to identify areas where we can add Value to the Customer processes that will result in Increased productivity, improved accuracy and a positive impact on their Cost and Revenue.

- Implement strategies to increase customer loyalty and reduce churn rate.

- Collaborate with the Customer Success team to ensure a seamless customer experience.

- Identify opportunities for improvement in the customer journey and provide feedback to relevant teams.

Requirements:

- Will carry a Growth Target both in terms of People and Revenue numbers.

- Proven experience in Growth or Account management, in a B2B or B2C environment.

- Excellent relationship-building and communication skills.

- Strong business acumen and ability to understand customers' industry and challenges.

- Results-driven mindset with a track record of meeting or exceeding Growth targets.

- Ability to identify upselling and cross-selling opportunities and effectively close deals.

- Strong negotiation and persuasive skills.

- Proactive and self-motivated with the ability to work independently.

- Proficient in using CRM software and MS Office Suite.

- Comfortable using platforms such as Sales Navigation and Zoom info to understand the customer structure and contact details.