Key Account Management

Role :  Key Account Manager - Corporate Channel
Level :  Senior Manager
Reporting to :  Director - Corporate Channel
Location :  Mumbai

About the Function
MyBiz, a corporate travel management platform by Make My Trip  provides a customizable, real time self-booking system which seamlessly integrates into a company’s structure to deliver convenience, transparency, savings and the power of choice.

Over last 5 years, they have on-boarded 50000+ prominent corporates which are availing the benefits of our seamless platform, along with significant savings.

About the Role
As a KAM Lead for the MyBiz business at Make My Trip , this role will own and scale the corporate account management charter across the North region. The role is responsible for driving regional growth through strong client relationships, revenue expansion, and consistent delivery of business outcomes across enterprise and mid-market accounts.

This role will lead and develop a high-performing KAM team, own end-to-end regional targets, and ensure operational rigor across account management, renewals, and upsell. The focus will be on building long-term partnerships with corporates, improving client satisfaction, and driving disciplined execution while fostering a culture of ownership, collaboration, and continuous improvement

What will you be doing

1. Strategic Leadership & Growth
Define and execute the regional corporate account strategy to deliver revenue growth, profitability, and market share across the North region.
Translate overall business objectives into clear regional priorities, action plans, and measurable KPIs.
Drive data-led decision-making by analysing market trends, competitive landscape, customer behaviour, and funnel performance.
2. Team Leadership & Development
Lead, mentor, and scale a team of 8 Key Account Managers (KAMs) across the region. Set clear performance expectations, targets, and incentive frameworks to drive consistent outcomes.
Enable the team through structured training, sales playbooks, deal-closing frameworks, and forecasting discipline.
Build a high-performance culture anchored in ownership, collaboration, and continuous improvement.
3. Sales Delivery & Pipeline Management
Own the end-to-end sales cycle for mid to large enterprise accounts, from lead engagement and solutioning to closure.
Ensure a healthy, predictable, and revenue-backed pipeline across MyBiz offerings, including the Self-Booking Tool, managed travel services, and Travel & Expense solutions.
Identify and drive upsell, cross-sell, and renewal opportunities to maximize account value and long-term revenue.
4. Client Relationship & Value Delivery
Act as the strategic relationship owner and escalation point for key corporate clients in the region.
Drive high customer satisfaction through strong account governance, seamless onboarding, and effective support coordination.
Partner closely with Product, Operations, Finance, Legal, and Delivery teams to ensure smooth implementation and contractual adherence.
5. Market & Competitive Intelligence
Track regional market dynamics to identify emerging sectors, solution gaps, pricing trends, and competitive moves.
Refine the regional go-to-market strategy on an ongoing basis using insights from market data and performance metrics.
6. Cross-functional Collaboration
Work closely with Product and Supply teams to strengthen offerings and address evolving client needs.
Partner with Finance to enable accurate forecasting, revenue tracking, and business optimization.
Coordinate with Operations and Technology teams to ensure efficient onboarding, service delivery, and issue resolution.
Engage with Legal teams to manage contract life cycles, ensure compliance, and mitigate commercial risk

Qualification &

Experience:

Post-graduate…