Key Account Manager

automotiveCRMfleetkey account managersales

The Key Account Manager (KAM) is responsible for driving growth by managing strategic relationships with large national fleet operators (100+ vehicles). This role focuses on increasing sales volumes, enhancing customer experience, and supporting national-level engagements, while collaborating closely with independent dealers and Regional Sales Managers (RSMs) to ensure alignment and support for the dealer network.

Key Responsibilities

1. Strategic Customer Engagement
   
   • Develop executive-level relationships and lead national sales negotiations.
   • Manage end-to-end account strategies, including sales and aftersales.
2. Account Development & Growth
   
   • Build tailored growth plans and TCO proposals.
   • Drive incremental sales to large fleets alongside dealer sales.
3. Dealer & Network Collaboration
   
   • Work with dealers and RSMs to align on sales execution and customer handover.
   • Ensure dealers maintain invoicing, margin, and delivery roles.
4. Customer Segmentation & Governance
   
   • Manage segmentation model and ensure appropriate customer ownership.
   • Allocate key account targets fairly across the network.
5. Reporting & Performance
   
   • Track sales, opportunities, and competitor activity.
   • Lead performance reviews with dealers and RSMs.

Key Deliverables

• Meet National Key Account sales targets.
• Deliver growth strategies per account.
• Strengthen brand reputation with fleet operators.
• Avoid duplication and clarify account ownership.

Qualifications & Skills

• Education: Tertiary qualification in Sales, Business, or related.
• Experience: 5–7 years in B2B sales/key account management in commercial vehicles or logistics.
• Skills: Strategic thinking, relationship building, negotiation, dealer collaboration, and CRM proficiency.

Requirements:

• Bachelor Degree 
• Minimum 5 years’ experience in similar role 
• Code 8 license

Personal Attributes:

• Team Player 
• Confident and proactive approach- anticipates issues and requirements 
• Read and Write in English