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Manager Key Accounts Commercial Non Aero

Date:  04-Mar-2023

Hyderabad, IN

Company:  GMR Hyderabad Intl Arprt


Key account management plays a pivotal role in bridging the gap between GHIAL and the concessionaires to achieve smooth day to day operations towards achieving the overall objective of maximizing revenue by implementing strategic business modules.

 Key account management plays a pivotal role in bridging the gap between GHIAL and the concessionaires to achieve smooth day to day operations towards achieving the overall objective of maximizing revenue by implementing strategic business modules.



Key Performance Indicators

Work alongside concessionaires towards achieving targeted sales.


Planning and executing key marketing events with the involvement of concessionaires leading to higher visibility and exposure for maximizing sales.


Monthly performance reviews with concessionaires to address details like “What went well”, areas of improvement, existing merchandise line, sales target, UPT, staff productivity & stock densityand new launches in the future.


Improve operational efficiency & address concessionaire grievances.


Regular mall/high street visits & competition and sister airport visits in order to see, understand, learn and implement best practices being followed & conduct competition mapping with a clear objective to be better than the competition in terms of product offering, passenger experience which eventually would lead to higher sales.


Category and sub category analysis to identify growth opportunities.


Identification of new sub category gaps based on the regular passenger research & profiling.



Negotiations for better revenues from contracts due for renewal (existing concessionaires)


Constantly looking at innovative initiatives which are undertaken (Airport exclusive offers & products, End of season sales with Flat 50% sales, special discounts/offers for airport community, tie ups among concessionaires for cross promotion leading for enhanced visibility)


Ensure that all the concessionaires adhere to all the compliances (eg: Timely security deposit payments, audited revenue statement submissions, SOP & EPOS adherence)

100% compliance.

Making sure that the RFB audits are conducted and the corrections pointed out in the same are closed, thus ensuring that the store look & feel and ambience is intact therefore leading to customer/passenger delight.

100% compliance.

Ensuring that all the concessionaires adhere to the statutory & legal compliances of the state & central government such weights & measures, trade licenses, etc.

100% compliance.

Receivables management.

Number of days.


•General Manager Finance
•General Manager Legal & AGM Legal
•General Manager & AGM Terminal operations
•Manager - Technical Services
•Manager - Security & Control
•General Manager & AGM ARFF
•Manager- IT


Brand owners/Directors, Area/regional heads, marketing heads & finance head/team
Store managers/ Store staffs
Key account managers at DIAL Commercial Team.
Vertical Heads at DIAL Commercial Team.


•Annual Revenue Targets -
•From Food & Beverages accounts Rs. 15 Crores;
•From Commercial Services accounts Rs. 52 Crores


•Managing fourteen (14) concessionaires and Forty Three (43) outlets in Food & Beverage
•Managing six (06) concessionaires and fourteen (14) outlets in Commercial Services


•Graduate with MBA/PGDM


•Minimum 6-8 years of experience in key account management


  • Decision Making: Ability to systematically think through a problem and its component parts, garner relevant information and not taking things at face value. | Interview
  • Retail Consession
  • Commercial Concession
  • Personal Effectiveness: Demonstrating responsibility & reliability through actions to manage critical and challenging situations. | Interview
  • Business Insight: Ability to understand the implications of Business decisions and strive to enhance organizational performance. | Interview
  • Managing Performance: Effectively monitors and measures performance. Develops people and drive results. | Interview
  • Communication: Ability to listen, interpret, simplify complex concepts, thoughts & ideas in verbal / non verbal form. | Interview
  • Problem Solving: Ability to identify solutions exploring different options in gathered information. | Interview
  • Execution and Operational Excellence: Ability and desire to execute with attention to detail, speed, accuracy and consistency | Interview
  • Team Leadership, Teamwork & Interpersonal Influence: Capability to develop & converge individual potential to execute team objectives. Effectively intermingle and relate with individuals in a positive manner. | Interview
  • Stakeholder Focus
  • Networking
  • Execution & Results
  • Teamwork & Interpersonal influence
  • Problem Solving & Analytical Thinking
  • Planning & Decision Making
  • Capability Building
  • Strategic Orientation
  • Personal Effectiveness
  • Entrepreneurship
  • Social Awareness
  • Innovation
  • Managing Change and ambiguity by creating Win-Win
  • Determination(Contextual and Flexible)
  • Learning Ability
  • Making & Navigating proposals
  • Scanning, Networking & External orientation