Key Account Manager -Gurugram (Contractual)

At Flix, we offer a dynamic work environment with competitive pay, strong growth opportunities, and a tech-driven approach to making travel more accessible, sustainable, and affordable. As FlixBus continues to expand across India - one of the fastest-growing bus markets in the world - we are looking for a commercially minded Revenue & Monetisation Operations Associate to grow and govern our highway rest stop network. This is a field-heavy, high-ownership role. You will source and sign new rest stops on active and upcoming corridors, negotiate fixed-fee and revenue-share deals, keep collections and compliance on track, and develop new ways to create value from FlixBus's daily passenger touchpoints. You will report to the Regional Operations Manager and present performance, risks and opportunities to senior leadership.

About the Role

Identify, evaluate and onboard new highway rest stops on active and upcoming FlixBus corridors, conducting site visits to assess hygiene, footfall, accessibility and brand fit. Negotiate fixed-fee and revenue-share agreements with rest stop operators that are commercially sound and build long-term, sustainable partnerships. Build and maintain a structured pipeline of prospective stops across North India, South India and new geographies as FlixBus scales. Own the full onboarding lifecycle — from first contact to signed agreement, system entry and compliance activation. Track monthly collections across all active stops, flag shortfalls early and drive recovery, escalating to bus partner POCs where needed. Maintain a clear compliance framework with defined metrics, escalation protocols and partner-level accountability. Build and update dashboards and reports that give leadership real-time visibility into revenue, compliance health and programme trends, while keeping data across all tracking tools accurate. Drive geographic expansion corridor by corridor — mapping opportunities, prioritising by revenue potential and executing the rollout independently, including seasonal, expressway and off-peak transitions. Develop new on-ground monetisation opportunities such as onboard branding, co-branded rest areas, FMCG or F&B partnerships and last-mile tie-ups; build business cases, pilot them on a defined corridor and recommend whether to scale or exit. Keep a close eye on commercial approaches in the wider mobility and travel industry and bring relevant ideas back into FlixBus’s strategy. About You 2–4 years of experience in business development, commercial partnerships, field operations or programme management — ideally in mobility, logistics, FMCG, hospitality or a start-up environment. A Bachelor’s degree in any discipline. Proven ability to own a commercial relationship end to end: sourcing, negotiating, signing and managing, including closing deals independently with small business owners. A structured mindset, with the ability to build frameworks, pipelines and trackers from scratch. Comfort working with data: Excel or Google Sheets, basic dashboards and presenting numbers clearly to leadership. Excellent communication in Hindi and English for vendor dealings and internal reporting. Willingness to travel extensively across Indian highway corridors. Familiarity with the Indian intercity bus, highway hospitality or travel retail landscape. Experience piloting new revenue streams or brand partnerships. We recognize that everyone carries a unique set of valuable skills and experiences. If you think you could have an impact even though you don't meet 100% of the requirements, we still encourage you to apply. We want to hear from you!