Key Account Manager
Location: Pune
Experience: 4+ years
Function: Account Management
Employment Type: Full-time
The Role
As a Key Account Manager at Amber, you will own a portfolio of strategic accommodation partners and act as the primary point of contact between Amber and the provider.
You will be responsible for ensuring that our partners see Amber as a growth partner, not just a distribution channel.
The role combines relationship management, commercial ownership, inventory management, data-driven decision-making, and cross-functional execution.
You will work closely with Sales, Inventory, Revenue, Marketing, Operations and leadership teams to maximise the performance of your accounts.
Key Responsibilities
1. Own Strategic Partner Relationships
- Build strong, trusted relationships with senior stakeholders across key accommodation providers.
- Act as the single point of ownership for assigned accounts.
- Understand partner business objectives, challenges, priorities and growth plans.
- Conduct regular business reviews with partners and establish clear action plans.
- Proactively identify opportunities to deepen and expand the partnership.
2. Drive Commercial Performance
- Own the commercial performance of assigned accounts, including bookings, revenue, conversion and inventory utilisation.
- Identify performance gaps and develop account-level strategies to improve outcomes.
- Work with partners on pricing, promotions, availability and commercial campaigns.
- Identify opportunities for upselling, cross-selling and expanding Amber's share of partner inventory.
- Negotiate and execute commercial initiatives that create value for both Amber and the partner.
3. Inventory & Availability Management
- Work closely with the Inventory team to ensure the right inventory is available at the right time.
- Monitor availability, pricing, booking trends and inventory health.
- Identify potential supply gaps and proactively work with partners to address them.
- Ensure partners are aligned with Amber's inventory and operational requirements.
- Drive timely resolution of inventory-related issues impacting student bookings.
4. Data & Business Reviews
- Use data and account performance metrics to identify trends, opportunities and risks.
- Prepare and conduct periodic business reviews with strategic partners.
- Translate data into clear recommendations and commercial actions.
- Track account-level KPIs and ensure consistent delivery against agreed targets.
- Build a strong understanding of market, destination and competitor dynamics.
5. Cross-functional Leadership
- Work closely with Sales, Inventory, Revenue, Marketing, Operations and Finance teams to deliver partner outcomes.
- Ensure partner requirements are translated into clear internal actions and ownership.
- Drive issues to closure rather than simply escalating them.
- Maintain strong internal communication on account priorities, risks and opportunities.
- Represent the voice of the partner within Amber.
6. Strategic Account Growth
- Develop account plans for the highest-value partners.
- Identify opportunities to increase Amber's share of wallet with existing partners.
- Build long-term partnership strategies aligned with Amber's growth plans.
- Identify new opportunities within existing accounts, including new properties, destinations and markets.
- Support leadership in strategic negotiations and high-value partner conversations.
What Success Looks Like
In this role, success will not simply mean maintaining relationships.
You will be expected to:
- Grow the business from your portfolio of accounts.
- Improve booking and conversion performance.
- Increase inventory availability and utilisation.
- Build stronger and more strategic provider relationships.
- Reduce recurring operational issues through proactive ownership.
- Identify opportunities before they become problems.
- Create alignment between partners and internal teams.
- Become a trusted commercial advisor to your accounts.
What We're Looking For
Must Have
- 4+ years of experience in Key Account Management, Account Management, Partnerships, Business Development or a similar commercial role.
- Strong experience managing B2B relationships, preferably with large or strategic accounts.
- Proven ability to manage multiple stakeholders and drive initiatives from planning to execution.
- Strong commercial understanding and comfort working with numbers, metrics and business targets.
- Excellent communication, negotiation and presentation skills.
- Strong ownership mindset with the ability to independently solve problems.
- Ability to work effectively across multiple internal teams.
- Strong analytical and problem-solving capabilities.
- Willingness to operate in a fast-paced, high-growth environment.
Good to Have
- Experience in travel, hospitality, student accommodation, real estate, marketplace or other platform businesses.
- Experience managing international clients or partners.
- Experience working with inventory, pricing, revenue or supply-side teams.
- Experience with CRM, BI or data-analysis tools.
The Amber Way of Working
We are looking for someone who:
Owns, doesn't coordinate.
You don't just pass an issue to another team. You take responsibility for getting it solved.
Uses data, not intuition alone.
You can look at performance numbers, identify what is changing and turn that insight into action.
Thinks commercially.
You understand that every partner conversation should ultimately create value for the partner and Amber.
Acts with urgency.
You know the difference between something that can wait and something that can impact bookings today.
Builds relationships with intent.
You can build genuine relationships while still having difficult commercial conversations when required.
Thinks long term.
You don't optimise for one transaction or one quarter. You build partnerships that compound over time.
