Key Account Manager (KAM)

Job Description:* Key Account Manager (KAM) – Doorsets \& Ironmongery

• Location: Chesterfield (National Coverage)


• Department: Sales


• Reports To: Group Sales Manager


• Team Structure: Team of 3 (KAM \+ Pre\-Construction Manager \+ Sales Executive)

About DATIM Ltd:
DATIM Ltd is a leading UK manufacturer of architectural internal Doorsets and Ironmongery, delivering compliance\-led solutions into large\-scale multi\-room developments across apartments, student accommodation, hotels, MOD/Defence and framework projects.
Our ambition is to be the number ONE company of choice in complete internal Doorset \& Ironmongery solutions .

Our sales culture is built around a clear methodology, structured engagement and disciplined execution — as defined in the DATIM Sales Playbook . We LISTEN. We MANUFACTURE. We DELIVER. Role Overview:
The Key Account Manager leads the Team of 3 and holds primary accountability for delivering the Team’s Sales In target. This role is responsible for:* Owning and growing key accounts.

• Driving larger Share of Wallet (SOW).


• Securing repeat business.


• Leading client engagement strategy.


• Defining the commercial path to order.


• Following the Sales Process Map and Playbook methodology.

The KAM is the commercial leader of the team — setting direction, owning relationships, and ensuring disciplined execution from first meeting through to secured order and handover. Core Accountability* Deliver the Team’s Sales In target.

• Grow revenue and margin within assigned accounts.


• Increase depth of Scope of Works (bundling Doorsets, Ironmongery and added services).


• Maintain structured pipeline visibility.


• Lead client strategy aligned to “Where We Play \& How We Win.”

Key Responsibilities:Account Ownership \& Growth:* Manage and develop a portfolio of strategic contractors, developers and framework clients.

• Establish long\-term partnerships built on trust and performance.


• Conduct structured quarterly account reviews.


• Identify cross\-sell and upsell opportunities.


• Drive deeper SOW across projects (Doorsets \+ Ironmongery \+ additional services).


• Increase repeat business and reduce account leakage.


• The KAM is accountable for growing wallet share within each account.

Sales Process Execution (Following the Sales Playbook):* Operate in strict alignment with the 7\-Step Sales Process outlined in the Sales Playbook :

• Research Prospect.


• Contact Decision Maker.


• Deliver Insight.


• Build Support.


• Propose F2F Meeting.


• Deliver F2F \& Sell Value.


• Account Management.


• Embed proactive outreach, resilience and competitive spirit as outlined in the MD’s Sales Playbook message .


• Ensure face\-to\-face engagement where possible — “The more hands you shake, the more money you make.”


• Where We Play \& How We Win.

Align account focus to DATIM’s defined markets:Where We Play:* Multi\-Room (Apartments, Hotels, PBSA).

• MOD / Defence.


• Frameworks.


• Regional contractors \& developers.

How We Win:* Early technical engagement.

• Stronger account management.


• Deeper SOW.


• Compliance\-led selling.


• Stable and disciplined execution.


• The KAM ensures the team is targeting the right work for the factory.

Needs Analysis \& Path to Order:Work closely with the Pre\-Construction Manager to:* Lead structured Needs Analysis meetings.

• Understand project scope, budget, VE appetite and programme.


• Identify decision makers and influencers.


• Map competitor landscape.


• Establish sample and design approval strategy.


• Identify buying triggers and pain points.


• Define the “Path to Order”.


• The KAM owns the commercial strategy; the PC builds the technical solution around it.

Pipeline \& Forecasting Discipline:* Maintain accurate CRM records (HubSpot).

• Drive opportunity progression.


• Ensure no stagnation in mid\-stage deals.


• Lead weekly pipeline reviews within the Team of 3\.


• Maintain clarity on probability movement and close plans.


• Pipeline discipline drives predictability.

Team Leadership (Team of 3\):Within the Team of 3:With PC:* Define bid strategy.

• Agree pricing position and VE approach.


• Align technical solution with commercial intent.

With Sales Executive:* Drive activity levels.

• Ensure CRM accuracy.


• Maintain structured follow\-up.


• Coordinate samples and presentations.


• The KAM sets direction and holds accountability.

Post\-Sale Alignment \& Client Experience:* Ensure structured handover to Project Management.

• Maintain executive\-level relationship post\-award.


• Protect premium client experience.


• Capture feedback to strengthen future bids.


• Strong delivery feedback strengthens repeat work.

Experience \& Background Required:* Proven B2B sales and key account management experience within construction, building materials or interiors.

• Experience managing multi\-layered contractor or developer accounts.


• Strong understanding of procurement routes and frameworks.


• Demonstrated ability to grow SOW within accounts.


• Experience with CRM systems (HubSpot preferred).

What Success Looks Like:* The Team delivers its Sales In target.

• Increased SOW within strategic accounts.


• Strong repeat business levels.


• Clear and disciplined pipeline visibility.


• Strong alignment between Sales, Pre\-Construction and Operations.


• Predictable, scalable account growth.


• Clear understanding of where to play and how to win.

Why This Role Matters:* The Key Account Manager drives growth at DATIM.

This role ensures:* The right work enters the business.

• The team operates with clarity and pace.


• Accounts grow year\-on\-year.


• Margin is protected.


• The Sales Playbook is lived, not just read.

Within DATIM’s model, the KAM is not just a salesperson — they are a commercial leader responsible for building strategic partnerships and scaling the business sustainably.

This listing is from Indeed. View original listing ↗