Key Account Manager job description template (India, 2026)

What does a Key Account Manager do?

Once an Indian SME has a handful of customers that make up a large share of revenue — a distributor chain, an enterprise client, a modern-trade account, a large institution — someone has to own them. The Key Account Manager is that person: the single point of contact, the one who knows the account's org chart and buying calendar, runs quarterly reviews, sees churn coming, and finds the next product or location to sell into.

The role is more about coordination and judgement than pitching. Most of the day is inside the company — chasing delivery, pricing, invoices, support — on the account's behalf. Candidates who have only done new-business hunting often struggle; the job description should make the retention-and-growth nature of the target explicit.

Key Account Manager responsibilities

Written as work the person does, not qualities they have. A responsibility a candidate can picture is one they can decide about.

• Own a portfolio of key accounts end to end: relationships, renewals, growth plans and escalations.
• Build and maintain an account plan for each: stakeholders, buying calendar, current spend, growth opportunities and risks.
• Run structured business reviews with each account — monthly or quarterly — with performance data and next-quarter commitments.
• Identify and close expansion: new products, locations, departments or volume within existing accounts.
• Coordinate internally with delivery, operations, finance and support to resolve account issues before they become escalations.
• Negotiate renewals, pricing revisions and contract terms within approved limits, and manage the paperwork.
• Track receivables for the portfolio and drive collections with the account's finance team.
• Report monthly on retention, growth, at-risk accounts and pipeline within the portfolio.

Key Account Manager requirements and qualifications

Keep the required list to what you would actually reject a candidate for. Everything else goes under nice to have — a long required list mostly filters out the people you wanted.

• 3 to 7 years in B2B sales or account management, including 2 or more years managing named accounts with a retention or growth target.
• Evidence of growing accounts — expansions or renewals you can describe with numbers — and of saving an account that was at risk.
• Comfortable presenting to senior stakeholders and running a structured review with data.
• Strong internal coordination skills: getting things done through delivery, finance and support teams without authority over them.
• Excellent written and spoken English; Hindi or the account's regional language as needed.
• Graduate; MBA common but not required.

Nice to have

• Experience in our industry or with the account types we serve — modern trade, enterprise, institutions.
• Familiarity with contract and pricing structures in our sector.
• Experience with a CRM's account-planning features.

Salary, CTC and terms for a Key Account Manager in India

State a CTC range. Postings without one get fewer and worse-matched applications, and the range is the first thing an Indian candidate looks for. Say how the CTC is made up — fixed, variable, and any statutory components — so the in-hand figure is not a surprise at offer stage.

• State the CTC as fixed plus variable with the variable tied to retention and expansion of the portfolio — and say how at-risk accounts and churn are treated in the calculation. KAM candidates read this line closely.
• State the portfolio size and revenue share as an order of magnitude; it defines the seniority of the role more than the title does.
• State travel expectations: key accounts often need regular in-person reviews, sometimes outstation.
• Notice period at this level is typically 60 days; ask for the candidate's in screening.

Key Account Manager job description template

Replace every [placeholder]. Cut anything that is not true of your company — a generic paragraph is worse than no paragraph.

Key Account Manager — [Company name], [City]

Employment type: Full-time | Location: [City] / [On-site, hybrid or remote] | CTC: [range] per annum | Experience: [years]

About the role
Once an Indian SME has a handful of customers that make up a large share of revenue — a distributor chain, an enterprise client, a modern-trade account, a large institution — someone has to own them. The Key Account Manager is that person: the single point of contact, the one who knows the account's org chart and buying calendar, runs quarterly reviews, sees churn coming, and finds the next product or location to sell into.
The role is more about coordination and judgement than pitching. Most of the day is inside the company — chasing delivery, pricing, invoices, support — on the account's behalf. Candidates who have only done new-business hunting often struggle; the job description should make the retention-and-growth nature of the target explicit.

What you will do
- Own a portfolio of key accounts end to end: relationships, renewals, growth plans and escalations.
- Build and maintain an account plan for each: stakeholders, buying calendar, current spend, growth opportunities and risks.
- Run structured business reviews with each account — monthly or quarterly — with performance data and next-quarter commitments.
- Identify and close expansion: new products, locations, departments or volume within existing accounts.
- Coordinate internally with delivery, operations, finance and support to resolve account issues before they become escalations.
- Negotiate renewals, pricing revisions and contract terms within approved limits, and manage the paperwork.
- Track receivables for the portfolio and drive collections with the account's finance team.
- Report monthly on retention, growth, at-risk accounts and pipeline within the portfolio.

What we are looking for
- 3 to 7 years in B2B sales or account management, including 2 or more years managing named accounts with a retention or growth target.
- Evidence of growing accounts — expansions or renewals you can describe with numbers — and of saving an account that was at risk.
- Comfortable presenting to senior stakeholders and running a structured review with data.
- Strong internal coordination skills: getting things done through delivery, finance and support teams without authority over them.
- Excellent written and spoken English; Hindi or the account's regional language as needed.
- Graduate; MBA common but not required.

Nice to have
- Experience in our industry or with the account types we serve — modern trade, enterprise, institutions.
- Familiarity with contract and pricing structures in our sector.
- Experience with a CRM's account-planning features.

Compensation and terms
- State the CTC as fixed plus variable with the variable tied to retention and expansion of the portfolio — and say how at-risk accounts and churn are treated in the calculation. KAM candidates read this line closely.
- State the portfolio size and revenue share as an order of magnitude; it defines the seniority of the role more than the title does.
- State travel expectations: key accounts often need regular in-person reviews, sometimes outstation.
- Notice period at this level is typically 60 days; ask for the candidate's in screening.

How to apply
Apply with your resume through this page. We reply to every application, and shortlisted candidates hear from us within [number] working days.

Screening questions for Key Account Manager applicants

Five questions is the ceiling on ofper, and it is the right ceiling: a form that asks more than that costs applications. Use them for the things that decide a shortlist, not for anything the resume already says.

Questions, answered straight