Key Account Manager - Sales & Growth - BFSI

Key Account Manager - Sales & Growth

Location: [Mumbai / Delhi / Bengaluru / Hyderabad / Chennai]

Reporting to: National Sales Head - Growth

Role Purpose:

We are looking for a high-energy, commercially driven Sales Lead who will own the growth agenda for the assigned geography.

The role is primarily a business development and revenue-growth role, with a strong emphasis on new client acquisition ("hunting"), strategic account development and cross-selling the complete Company portfolio.

The individual will be expected to:

• Build and own the regional revenue pipeline.
• Identify and acquire new customers across target segments.
• Develop relationships with CXOs and senior business decision-makers.
• Create new business opportunities rather than depend primarily on existing relationships.
• Identify opportunities to introduce multiple Company products/services within the same customer.
• Build Company into a strategic technology and business-services partner for customers.
• Drive the complete sales cycle from market mapping and prospecting through solutioning, negotiation, closure, implementation and revenue realisation.
• Own the commercial performance and P&L of the assigned region.

This is a hunter-led business leadership role, not a traditional relationship-management or account-servicing position.

Key Responsibilities:

1. Regional Business Development & Revenue Growth:

• Own the overall revenue and growth agenda for the assigned geography.
• Develop and execute a regional business plan aligned with Company's overall growth strategy.
• Identify priority industries, customer segments, accounts and business opportunities within the region.
• Build a strong and predictable sales pipeline through proactive market development.
• Drive new-logo acquisition and ensure continuous addition of quality customers.
• Achieve annual and quarterly revenue, profitability and new-business targets.
• Track pipeline conversion, win rates, sales cycle, revenue and profitability metrics.

2. New Client Acquisition / Hunting:

• Demonstrate a strong hunter mindset and proactively identify new customers rather than relying primarily on existing accounts.
• Build a target-account universe across BFSI, NBFCs, MFIs, retail, e-commerce, logistics, enterprises, government and other relevant sectors.
• Identify customer pain points and convert them into Company solution opportunities.
• Build relationships with CXOs, business heads, operations leaders, CFOs, CIOs/CTOs, procurement heads and other senior decision-makers.
• Lead complex enterprise sales pursuits, including RFP/RFQ processes, solution presentations, commercial negotiations and contract closure.
• Build and maintain a healthy funnel of large and strategic opportunities.

3. Cross-Selling & Solution Selling:

A critical expectation from this role will be the ability to sell the Company portfolio, rather than sell only one product or business line.

The individual will be expected to understand the customer's overall business requirements and identify opportunities across:

• Cash & Managed Services: 1. ATM Cash Management 2. Retail Cash Management 3. ATM-as-a-Service 4. Banking Automation 5. CDM solutions
• Technology & AI-led Solutions: 1. AIoT / Remote Monitoring 2. Video Surveillance / VSaaS 3. Software and technology solutions 4. Automation-led solutions
• Other Solutions: 1. Card issuance, management and personalisation 2. Other managed and technology services

The objective should be to move from single-product selling to account-level solution selling, increasing wallet share within strategic customers.

4. Strategic Account Development:

• Develop strategic relationships with key customers and build multi-level stakeholder engagement.
• Understand customers' business strategy, operating model, technology roadmap and emerging requirements.
• Identify opportunities to expand relationship across businesses, locations and functions.
• Create account plans for strategic customers covering revenue growth, cross-sell, retention and relationship depth.
• Work closely with existing account teams to identify whitespace opportunities.

5. Consultative / Solution Selling:

• Understand customer problems and translate them into relevant solutions.
• Work with product, technology, operations and solution teams to develop differentiated propositions.
• Build business cases demonstrating measurable customer value.
• Position Company not merely as a service provider but as a strategic business and technology partner.
• Identify opportunities where multiple capabilities can be integrated into a single customer proposition.

6. Commercial & Deal Management:

• Lead commercial negotiations with customers and partners.
• Ensure appropriate pricing, margins and commercial structures.
• Evaluate commercial viability and profitability of opportunities before commitment.
• Work closely with finance, legal, operations and product teams to structure and close deals.
• Ensure disciplined contract closure, revenue realisation and collections.

7. Regional P&L Ownership:

• Own the P&L / commercial performance for the assigned geography.
• Monitor revenue, margins, costs, collections and profitability.
• Balance growth with commercial discipline.
• Identify opportunities to improve customer profitability and overall regional economics.
• Ensure that growth is sustainable and not driven only by low-margin business.

8. Internal Stakeholder Management:

• Partner closely with Operations, Product, Technology, Finance, Legal, Solutioning and Implementation teams.
• Ensure seamless transition from sales closure to implementation and go-live.
• Resolve customer issues and remove internal execution barriers.
• Create strong alignment between commercial commitments and operational delivery.
• Act as the senior commercial representative within the region.

9. Market Intelligence & Strategic Growth:

• Build deep understanding of the regional competitive landscape.
• Track emerging customer needs, competitor moves, pricing trends and new technology opportunities.
• Identify new sectors and customer segments for the company.
• Recommend new products, partnerships and propositions based on market opportunities.
• Develop strategic partnerships where they can accelerate market access or revenue growth.

Ideal Candidate Profile:

We are looking for a business-oriented B2B sales leader, not a traditional relationship manager.

Experience:

• 8 - 15+ years of experience in B2B / enterprise sales, business development or regional business leadership.
• Proven track record of hunting and acquiring new enterprise customers.
• Experience managing a sizeable regional business / geography with revenue responsibility.
• Demonstrated success in achieving aggressive revenue and profitability targets.
• Experience in solution selling and consultative sales rather than transactional product sales.
• Proven experience selling to CXO and senior business stakeholders.
• Experience managing complex, multi-stakeholder and high-value enterprise deals.

Education:

• MBA / PGDM in Sales, Marketing, Business Management or related discipline preferred.
• Strong commercial track record will be given greater weight than academic credentials.