Job Summary:
The Account Manager is responsible for maximizing the lifetime value of existing clients by managing relationships, driving repeat business, and ensuring profitability discipline. The ideal candidate has experience in international B2B industrial or machinery sales.
Key Responsibilities:
1. Account Ownership & Growth
- Manage portfolio of key clients
- Develop structured account plans
- Identify cross-sell and alternative sourcing opportunities
- Increase average order value
- 2. Margin & Profitability Control
- Monitor account-level profitability
- Collaborate with Operations for cost optimization
- Prevent pricing leakage
- Track supplier terms impact on margins
- 3. Commercial-to-Operational Alignment
- Lead quotation discussions in coordination with Operations
- Engage suppliers early to optimize pricing
- Shift negotiations from price comparison to sourcing value
- Protect margins through disciplined discount control
- 4. Retention & Advocacy Development
- Conduct regular account reviews
- Secure testimonials and references
- Develop case examples for new market positioning
- Encourage referral business
Business Development Manager Required Qualifications:
5+ years account management in industrial or B2B environments Strong relationship management skills
Financial literacy (margin awareness)
Structured and process-oriented mindset
Ability to balance client needs with profitability discipline
KPIs:
- Revenue growth from existing accounts
- Account-level margin performance
- Client retention rate
- Repeat business ratio
- Upsell revenue contribution
- Client satisfaction indicators
