Job Title: Key Account Manager (KAM)
Location: Mumbai Delhi NCR
Department: Strategic Sales / Client Relations
Job Summary:
We are seeking an experienced and highly skilled Key Account Manager (KAM) to lead engagement, retention, and strategic growth across our most critical accounts within the logistics, transportation, and fleet compliance ecosystem. This senior-level, client-facing role requires a deep understanding of commercial fleet operations, legal-tech solutions, and client-specific compliance challenges. You will be responsible for nurturing long-term relationships, driving growth, and ensuring seamless delivery of LOTS’ legal-tech offerings, including challan resolution, RTO compliance, and legal protection plans.
Key Responsibilities:
- Manage a portfolio of large, strategic accounts, acting as the primary point of contact for all client-related needs, with a focus on commercial vehicle fleets, transporters, and logistics companies.
- Build and maintain strong relationships with CXOs, senior decision-makers, and key influencers across client organizations to understand their legal and compliance needs, especially around challan management and fleet compliance.
- Consultative selling: Understand client objectives, operational workflows, and specific compliance challenges to provide customized legal-tech solutions such as on-road legal protection, challan settlement services, and RTO-related solutions.
- Collaborate cross-functionally with internal teams (legal, operations, product) to ensure seamless service delivery and client satisfaction, particularly in challan resolution and fleet compliance solutions.
- Drive account growth through renewals, upselling, and expanding the penetration of LOTS’ services, including new features of the LOTS app and legal protection plans.
- Conduct regular business reviews, performance presentations, and roadmap discussions with client leadership teams to showcase the value and ROI of LOTS’ legal-tech solutions.
- Manage escalations effectively, ensuring timely resolution with a solution-first mindset, particularly regarding challan disputes or RTO blacklisting issues.
- Track KPIs, contractual obligations, and SLAs to ensure consistent delivery of legal and compliance services, maintaining high client retention.
- Represent LOTS in strategic client meetings, industry events, and business forums to expand the company's reach and build awareness in the logistics and fleet management sectors.
Skills Qualifications:
- 8–12 years of experience in key account management, enterprise client servicing, or strategic partnerships, with a strong focus on logistics, transport, fleet management, or compliance-driven industries.
- Demonstrated success in managing large accounts, preferably with exposure to transporters, fleet operators, or logistics networks.
- Strong consultative selling and relationship management capabilities, with an ability to translate complex legal-tech solutions into tangible benefits for clients.
- Executive-level communication and presentation skills, capable of conveying the value of LOTS’ services to C-suite executives.
- High ownership, strategic thinking, and hands-on execution capability to ensure clients’ needs are met effectively.
- Familiarity with CRM systems and data-driven account planning to track engagement and performance.
- Willingness to travel extensively within your assigned cities/regions for client meetings, business reviews, and industry events.
Preferred Attributes:
- Prior exposure to handling transporters, logistics networks, or fleet-based organizations, particularly in the context of compliance, challan management, or RTO-related issues.
- Commercial acumen with experience in managing customized client deals and delivering enterprise-level services.
- Ability to thrive in a fast-paced, evolving environment, working with autonomy and accountability.
Additional Alignment with LOTS’ Business Model:
- Client Relationships: This position places a heavy focus on relationship management, crucial for fostering trust in a legal-tech service like LOTS that deals with sensitive legal matters, including challan disputes, RTO issues, and vehicle-related legal protection.
- Consultative Approach: The emphasis on consultative selling and understanding client needs directly connects to LOTS’ mission of providing tailored legal solutions to the commercial vehicle industry. This ensures that the KAM is not just selling a service, but actively engaging with clients to solve their specific legal and compliance challenges.
- Cross-Functional Collaboration: As the KAM works with internal teams (like operations and legal teams), it’s crucial for ensuring seamless service delivery and addressing client escalations, such as challan management or other compliance-related issues, which is a core offering of LOTS.
- Growth Expansion: The responsibility for driving account growth through renewals, upselling, and expanding LOTS’ services (e.g., challan resolution, legal protection plans) is a natural extension of the service offerings at LOTS.
