Key Account Manager

Account & Relationship Management (Sales)

Full time

Salary: $90,000 - $120,000 per year + Vehicle + Phone + Laptop

Do you build relationships that last a lifetime? If so, look no further, this is absolutely the ideal position for you!

HDR provides world-class cutting-edge workshop design and fit-out services for car and truck dealerships across Australia. We are looking for a Key Account Manager to drive growth across the country. This role will be a full-time position working Monday to Friday based out of Brisbane or Toowoomba.

The Key Account Manager (KAM) plays a vital role in driving business success by managing and nurturing relationships with the organization's most strategic clients. The KAM serves as a trusted advisor to clients, ensuring their needs are met, and delivering solutions that align with their goals while also achieving the company's revenue and growth objectives. This role requires a mix of strategic planning, client relationship management, problem-solving, and collaboration across teams. The KAM will work to maximize account performance, ensuring long-term partnerships and sustainable business growth.

Key Responsibilities:

• Relationship Management:
  • Build and maintain long-term, trusted relationships with key stakeholders in assigned accounts.
  • Act as the primary point of contact for key accounts, ensuring smooth communication and support.
  • Regularly meet with clients to discuss their needs, challenges, and feedback.
• Revenue Growth & Business Development:
  • Drive revenue growth by identifying upselling and cross-selling opportunities.
  • Meet or exceed sales targets by developing new business within existing accounts.
  • Partner with clients to expand account reach by engaging new departments or business units.
• Work closely with internal teams to ensure timely delivery of solutions.
• Ensure a seamless onboarding process and provide ongoing support to meet client expectations.
• Communicate client requirements effectively to internal teams to drive tailored solutions.
• Proactively address and resolve client issues, ensuring satisfaction and retention.
• Serve as an escalation point for complex challenges, balancing client needs with company capabilities.
• Performance Reporting:
  • Prepare and present account performance reports, including sales growth, service delivery, and satisfaction metrics.
  • Forecast account revenues and monitor financial performance against KPIs.

What You'll Be Doing:

• Actively Manage and Grow Key Customer Accounts:
  • Develop and nurture strong relationships with key accounts to ensure satisfaction and retention.
  • Regularly review account performance, identifying areas for growth and improvement.
  • Serve as the primary point of contact for key customers, addressing concerns and ensuring seamless communication.
• Identify Potential New Customers:
  • Proactively research and identify prospective clients within the territory.
  • Generate leads through networking, referrals, and market research.
  • Develop tailored strategies to approach and onboard new customers.
• Determine Ideal Product Range for Individual Dealers:
  • Collaborate with dealers to understand their unique needs, preferences, and market dynamics.
  • Recommend tailored product offerings that align with dealer goals and customer demands.
  • Continuously monitor market trends and competitor offerings to provide value-added insights.
• Plan and Conduct Customer Visits:
  • Create a structured visit schedule to maximize face-to-face engagement with clients.
  • Prepare for each visit by reviewing client history, needs, and sales performance.
  • Conduct effective meetings, presenting solutions, addressing concerns, and identifying opportunities for growth.
• Pursue Sales Target Objectives for Assigned Territory:
  • Achieve or exceed sales targets and revenue goals set for the territory.
  • Track sales performance regularly and adjust strategies to meet objectives.
  • Identify and implement tactics to improve sales conversion rates and profitability.
• Travel Within Allocated Region:
  • Be flexible and willing to travel across the assigned territory as required.
  • Stay organized and prepared for up to 2-3 overnight stays per week to optimize client engagement.
  • Use travel time effectively to build stronger relationships and expand regional presence.
  • Monthly head office visits.

Key Focus Areas:

• Building long-term client relationships.
• Meeting and exceeding sales targets.
• Providing tailored solutions to maximize dealer success.
• Delivering exceptional customer service and support.

Key Performance Indicators (KPIs):

• Revenue Growth: Achieve a defined percentage increase in revenue from assigned accounts (e. g. , 20% YoY growth).
• Client Retention Rate: Maintain a high retention rate for key accounts (e. g. , 95% retention annually).
• Client Satisfaction: Attain high Net Promoter Scores (NPS) or customer satisfaction scores (e. g. , 9/10).
• Upsell/Cross-Sell Success: Value of new products/services sold to existing accounts, measured quarterly.
• Response Time: Ensure timely responses to client inquiries and issues (e. g. , response within 24 hours).
• Churn Rate: Maintain low churn rates (e. g. , less than 5% annually).
• Delivery Timeliness: Percentage of deliverables provided to clients on or ahead of schedule (e. g. , 98% on time).

Requirements:

• Proven experience as a Key Account Manager, Sales Manager, or in a similar role.
• Strong track record of achieving revenue growth and client satisfaction targets.
• Excellent interpersonal and negotiation skills with the ability to build long-term client relationships.
• Analytical mindset with the ability to assess account performance and market trends.
• Proficiency with CRM tools (e. g. , Salesforce, HubSpot) and data analysis tools.
• Exceptional communication and presentation skills.
• Ability to handle complex negotiations and problem-solving under pressure.

Preferred Skills:

• Experience working in the relevant industry and a strong understanding of its dynamics.
• Knowledge of customer success principles and client engagement strategies.
• Multilingual abilities, if working with international accounts.
• Ability to manage multiple accounts and prioritize tasks effectively.

About us:

HDR is rewriting the script in modern workshop design and fitout. It's an exciting era and we find immense satisfaction in the transformations we achieve for clients through functional and beautiful fit-for-purpose workshops. We are innovators in our industry, and find creative challenges really fun. Very few people can do wha.