Key Account Manager (KAM)
Role Overview
The Key Account Manager is responsible for owning and developing the ongoing commercial relationship with designated global key accounts. The role focuses on driving sustainable revenue growth across capital equipment, consumables, and services through structured account planning and long‑term customer partnerships.
Working closely with regional sales leadership and cross‑functional teams, the Key Account Manager ensures consistent engagement across regions, increases share of wallet, and secures long‑term commercial and contractual commitments.
Key Responsibilities Strategic Account Development Create and deliver global and regional account strategies aligned with customer objectives and long‑term technology roadmaps Take ownership of global framework and long‑term agreements, defining governance models, commercial structures, and success criteria Drive recurring and non‑recurring revenue growth through proactive customer engagement Identify opportunities for multi‑site standardisation and programme expansion across global customer operations
Commercial Ownership
Lead the preparation and execution of commercial proposals, tenders, and contract negotiations within delegated authority Align customer expectations with internal stakeholders to deliver commercially viable, leadership‑supported engagement models Execute pricing and commercial strategy in line with approved guidelines Partner with regional sales leaders on major negotiations and strategic decisions impacting multi‑region accounts Customer Engagement & Relationship Management
Build trusted relationships with senior stakeholders across engineering, procurement, quality, operations, and executive leadership Develop a deep understanding of customer testing environments, equipment lifecycles, regulatory requirements, and operational drivers Act as the primary commercial interface for assigned accounts, with the Key Account Manager serving as the single point of ownership This role requires a strong customer presence, with approximately 60% travel
Operational Effectiveness
Deliver accurate revenue forecasting and maintain high CRM data quality Gather and share relevant market and competitive intelligence Coordinate timely internal responses to customer needs across technical, service, and operations teams
Cross‑Functional Collaboration
Work closely with internal teams including Engineering, Operations, Service, Legal, Finance, and Marketing Collaborate with Account Success, Channel, and Application Specialists to ensure a consistent and high‑quality customer experience
Skills & Experience
Commercial & Technical Capability
Strong knowledge of industrial equipment, measurement, or testing environments Ability to translate technical requirements into commercially effective solutions, a core expectation for any Key Account Manager
Sales & Negotiation Expertise
Proven track record of revenue growth and complex contract negotiation Experience managing global or multi‑site accounts with complex stakeholder networks
Leadership & Communication
Ability to influence across matrixed organisations without direct authority Clear, credible communicator capable of building long‑term strategic partnerships
Industry Exposure (Preferred)
Experience in manufacturing‑led sectors such as packaging, materials, food & beverage, pharmaceuticals, or electronics Familiarity with regulated environments, QA/QC processes, or test standards
Performance Measures
Revenue and bookings growth across assigned accounts New business development and pipeline creation Increased account penetration across product and service portfolios Forecast accuracy, CRM discipline, and activity management Customer satisfaction, retention, and long‑term agreement coverage, all owned by the Key Account Manager