Enterprise Sales & Key Account Manager (Mumbai Region)

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Job Title: Enterprise Sales & Key Account Manager (Mumbai Region)

Location: Mumbai

Employment Type: Full-Time

Experience Level: 4+ Years in Enterprise Sales / Key Account Management

Salary: ₹12-18 LPA + Performance Incentives (negotiable for suitable Candidate)

Reports To: COO

About Us

We are a fast-growing B2B SaaS company revolutionizing enterprise procurement through our flagship platform VENDX. Our cloud-based procurement digitization solution serves leading Indian enterprises across manufacturing, pharmaceuticals, chemicals, and heavy industries while leveraging cutting edge AI technological advancements. As we expand our footprint, we're seeking passionate professionals who can drive strategic relationships, ensure customer success, and deliver high-impact results.

Role Overview

This is a specialized function for Strategic Key Account Management with Enterprise Sales responsibilities in the procurement technology domain. The selected candidate will own complex customer relationships, drive platform adoption across procurement departments, and simultaneously explore expansion opportunities by new client acquisition as well. Deep understanding of end-to-end procurement workflows, ERP integrations, and manufacturing supply chain processes are critical to succeed in this role.

Key Responsibilities:

Key Account Management & Customer Success

•   Primary Relationship Ownership: Serve as the main point of contact for all enterprise customers, building trust with CPOs, Procurement Heads, and C-suite executives
•   Procurement Process Consultation: Conduct regular business reviews focusing on procurement KPIs, cost savings achieved, cycle time reductions, and compliance improvements
•   Platform Adoption & Value Realization: Drive adoption of VENDX modules across client departments and ensure measurable ROI
•   Customer Health Monitoring: Track usage metrics, identify pain points of accounts and suggest strategic solutions and proactively resolve escalations before they impact retention
•   Advisory Services: Consult clients on procurement best practices, industry benchmarks, and platform enhancements to maximize value

Enterprise Sales & Revenue Growth

•   Revenue Target Achievement: Meet/exceed annual revenue targets through strategic upselling, cross-selling, and account expansions along with new client acquisitions
•   Pipeline Management: Build and maintain a robust sales pipeline for new opportunities, module additions, and contract renewals within assigned accounts
•   Commercial Negotiations: Lead complex pricing discussions, contract negotiations, and multi-year deal structuring with procurement, IT and finance teams
•   Procurement Domain Expertise: Leverage deep understanding of P2P processes, vendor management, supplier onboarding, and procurement compliance to drive sales conversations

Operational Excellence & Account Management

•   PO & Invoice Management: Oversee purchase order generation, invoice processing, and ensure timely payment collections from enterprise accounts
•   Follow-up Management: Maintain systematic follow-up processes for proposals, implementations, renewals, and payment clearances
•   Relationship Building: Cultivate strong relationships with procurement teams, IT departments, and finance functions across multiple organizational levels
•   Account Expansion Strategy: Identify and execute strategies for expanding platform usage across client locations, subsidiaries, and business units

Strategic Collaboration & Market Intelligence

•   Cross-functional Collaboration: Work closely with implementation, product, and support teams to ensure successful customer outcomes and seamless project delivery
•   Market Insights: Provide competitive intelligence, customer feedback, and market trends to influence product roadmap and service improvements
•   Industry Networking: Leverage Mumbai's manufacturing and enterprise ecosystem to build strategic relationships and referral networks

Key Requirements

Educational & Professional Background

•   Bachelor's Degree in Material Management or Supply Chain Management or Engineering or or related fields (MBA preferred)
•   Minimum 4 years of enterprise B2B sales or KAM experience with proven track record in revenue generation (₹1+ Cr annual sales preferred)
•   Mandatory: 2+ years of experience in supply chain, procurement, or manufacturing processes
•   Preferred: Prior experience selling procurement technology solutions, ERP modules, or enterprise SaaS platforms

Domain Expertise (Highly Preferred)

•   End-to-End Procurement Knowledge: Understanding of P2P processes, vendor management, sourcing strategies, and procurement compliance
•   Manufacturing Industry Experience: Familiarity with manufacturing supply chains, direct/indirect procurement, and industry-specific procurement challenges
•   ERP Integration Understanding: Knowledge of ERP systems and their procurement modules
•   Financial Acumen: Understanding of procurement spend analysis, cost savings measurement, and ROI calculations

Sales & Relationship Management Skills

•   C-Level Engagement: Proven ability to engage with CPOs, CFOs, and senior procurement leadership
•   Consultative Selling: Experience in solution-based selling and value driving as against feature peddling within complex deal cycles
•   Negotiation Skills: Track record of closing enterprise deals annually
•   Account Management: Demonstrated success in managing strategic accounts and driving expansion revenue

Technical & Operational Capabilities

•   Mumbai Network: Strong professional network in Mumbai's manufacturing and enterprise ecosystem
•   Travel Flexibility: Willingness to travel across Mumbai and other states for client meetings
•   Technology Aptitude: Comfortable with CRM systems, sales automation tools, AI Tool Usage and SaaS platforms
•   Communication Skills: Excellent written and verbal communication in English and Hindi
•   Presentation Skills: Very comfortable with Excel, PPT and reportage generation

Personal Attributes

•   High Integrity & Professionalism: Demonstrated work discipline and ethical business practices
•   Results-Driven: Strong internal drive for growth with financial motivation; track record of exceeding targets
•   Persistence: Excellent follow-up discipline and account engagement consistency
•   Adaptability: Ability to thrive in a fast-paced, evolving SaaS environment