- Location
- Chesterfield, Derbyshire, GB
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Education
- Master
- Source
- BetterTeam
Description
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.
Skills
HubSpotComplianceProcurementProject Management