About the job
The Key Account Sales Manager is a high-visibility, strategic role responsible for protecting, nurturing, and growing our most valuable enterprise relationships. Rather than focusing on high-volume transactional sales, you will act as a trusted business advisor to a select portfolio of high-value clients.
Your mission is to deeply understand our clients’ business objectives, align our suite of solutions to their long-term strategies, and drive mutual, sustainable growth. This role requires an elegant blend of sophisticated relationship management, commercial acumen, and cross-functional leadership.
We are strictly seeking candidates with a proven track record in heavy equipment, construction, machinery, or heavy industrial sectors.
Core Responsibilities
Industrial Account Governance: Develop and execute multi-year account plans for major construction firms, contractors, and industrial clients to maximize lifetime account value.
C-Suite & Project Site Liaison: Build trusted-advisor relationships with key decision-makers, including CFOs, Procurement Directors, Project Managers, and Fleet Directors.
Value-Based Selling: Navigate long, complex sales cycles to secure fleet expansions, equipment upgrades, and comprehensive service/parts SLA agreements.
Cross-Functional Collaboration: Partner with our technical support, parts, and service engineering teams to ensure flawless operational delivery on client sites.
Candidate Profile
Strict Requirements (Must-Have)
Heavy Industry Experience: Minimum of 5+ years of experience managing key enterprise accounts specifically within the Construction, Heavy Machinery, Earthmoving Equipment, Mining, or Industrial Engineering sectors.
Capex & Project Sales Expertise: Proven success navigating large-scale capital expenditure (CAPEX) procurement processes and multi-stakeholder decision-making units.
Technical & Commercial Acumen: Ability to understand technical specifications of heavy machinery and translate them into clear, bottom-line financial benefits for the client.
Disqualifying Criteria (Do Not Apply)
Candidates whose primary experience is in FMCG (Fast-Moving Consumer Goods), Retail, or Hospitality will not be shortlisted. This role requires deep, long-cycle industrial enterprise relationship management, not high-volume consumer sales.
Key Performance Indicators (KPIs)
Year-on-year revenue expansion within the assigned heavy industry portfolio.
Flawless retention of major fleet and service agreements.
Successful acquisition of high-value project tenders and heavy equipment contracts.