1. Position Purpose:
The Key Account Director Manager is responsible for driving strategic growth through the acquisition, development, and retention of high-value key accounts. The role focuses on executive-level relationship management, complex deal structuring, revenue expansion, and long-term partnership development to ensure sustainable profitability and market leadership.
2. Key Responsibilities
2.1 Strategic Account Development:
- Identify, qualify, and prioritize high-potential strategic accounts aligned with the company's growth objectives.
- Develop and implement structured account penetration and expansion strategies.
- Build long-term revenue pipelines and secure multi-year business opportunities.
2.2 Executive-Level Relationship Management:
- Establish and maintain strong relationships with C-level executives and key decision-makers.
- Position the company as a strategic partner through consultative and value-based engagement.
- Map client organizational structures and influence networks to accelerate decision-making.
2.3 Commercial Strategy & Deal Structuring:
- Lead the development of tailored commercial proposals in coordination with technical, product, finance, and operations teams.
- Oversee pricing strategy, margin protection, and risk mitigation to ensure sustainable profitability.
- Approve and negotiate complex contract terms in alignment with corporate policies.
2.4 Negotiation & Contract Closure:
- Lead high-level commercial negotiations for large-scale and strategic projects.
- Drive internal and external stakeholders toward timely contract finalization.
- Ensure fulfillment of contractual milestones, including payment terms and financial safeguards.
2.5 Cross-Functional Leadership & Project Oversight:
- Provide strategic direction during project handover to operations and business teams.
- Monitor key project milestones to safeguard client satisfaction and commercial objectives.
- Support resolution of escalations, disputes, or commercial risks when required.
2.6 Revenue Growth & Receivables Governance:
- Drive revenue growth, gross margin achievement, and client retention targets.
- Oversee receivables management for key accounts to ensure timely payment cycles.
- Engage at senior levels to resolve overdue payments and protect company cash flow.
2.7 Market Intelligence & Strategic Planning:
- Analyze industry trends, competitor positioning, and procurement behaviors.
- Provide executive-level insights and recommendations for market expansion.
- Contribute to annual strategic planning and key account development roadmaps.
3. Key Performance Indicators (KPIs)
- Revenue growth from strategic accounts
- Gross margin achievement and profitability targets
- Strategic contract value secured
- Client retention and multi-project engagement rate
- Sales cycle optimization
- Receivables collection performance
4. Qualifications & Experience:
- Bachelor's degree in Business, Engineering, or related discipline (MBA preferred).
- Minimum 812 years of experience in Key Account Management / Business Development in Heavy Equipment Rental / Trading industry.
- Proven track record in closing high-value, complex commercial deals.
- Strong expertise in commercial negotiation, contract management, and risk assessment.
- Experience managing cross-functional teams and strategic client portfolios.
5. Core Competencies:
- Strategic thinking and executive presence
- Advanced negotiation and influencing skills
- Financial and commercial acumen
- Relationship management at C-suite level
- Leadership and cross-functional collaboration
- Results-driven with strong accountability
