(Senior) Key Account Manager

Overview

The (Senior) Key Account Manager is responsible for driving business growth by developing and managing strategic customer relationships within the Data Centre and related technology industries. This role focuses on identifying new business opportunities, acquiring and expanding key accounts, influencing projects at the early design stage, negotiating commercial agreements, and ensuring successful contract execution.

The ideal candidate is a proactive, commercially driven sales professional with strong strategic thinking, excellent relationship management skills, and a proven ability to manage complex sales cycles and high-value customer accounts.

1. Key Account Development

• Identify, develop, and acquire strategic key accounts to achieve sustainable business growth.


• Develop and execute account strategies and business development plans tailored to major customers.


• Drive revenue growth by expanding existing customer relationships and identifying new business opportunities.


• Monitor market trends, customer requirements, and competitor activities to identify potential opportunities.

2. Customer Relationship Management

• Establish and maintain strong, long-term relationships with key customers through regular engagement and value-added support.


• Serve as the primary commercial contact for assigned key accounts.


• Understand customers' business objectives and recommend solutions that create long-term value.


• Ensure high levels of customer satisfaction through proactive communication and effective issue resolution.

3. Early Project Engagement (Upstream Influence)

• Engage customers during the early stages of project planning and solution design to influence specifications and purchasing decisions.


• Work closely with consultants, designers, contractors, and end users to position the company's products and solutions.


• Collaborate with internal engineering and technical teams to develop customer-focused solutions.


• Monitor project pipelines and provide accurate sales forecasts.

4. Business Negotiation & Commercial Management

• Lead commercial discussions, pricing negotiations, and proposal presentations.


• Prepare quotations, commercial proposals, and tender submissions while ensuring profitability and competitiveness.


• Evaluate commercial risks and recommend appropriate pricing strategies.


• Achieve sales targets, profit margins, and business objectives.

5. Contract Management

• Coordinate the preparation, review, negotiation, and execution of commercial contracts.


• Ensure compliance with company policies, legal requirements, and customer contractual obligations.


• Monitor contract implementation and resolve contractual issues in collaboration with relevant stakeholders.

6. Cross-Functional Collaboration

• Work closely with Sales, Marketing, Engineering, Product Management, Operations, and Customer Service teams to deliver integrated customer solutions.


• Provide market intelligence, customer feedback, and competitive insights to support product development and business strategy.


• Participate in product launches, industry exhibitions, seminars, and customer engagement activities.

7. Sales Performance & Reporting

• Prepare regular sales reports, account reviews, and business forecasts.


• Maintain accurate customer records and sales activities in the CRM system.


• Track key performance indicators (KPIs) and continuously identify opportunities to improve sales effectiveness.

• Bachelor’s degree or above in Business, Marketing, or related field.


• Minimum 5–8 years of experience in key account management or B2B sales, preferably with exposure to large or strategic clients within the Data Centre or related technology industries.


• Proven track record in client acquisition, contract negotiation, and long-term relationship management.


• Strong commercial acumen and strategic thinking.


• Excellent consultative selling and business development skills.


• Strong customer relationship management and stakeholder engagement capabilities.


• Outstanding negotiation, presentation and communication skills.


• Ability to analyse market trends and develop effective sales strategies.


• Self-motivated, results-oriented, and capable of working independently.


• Strong problem-solving, planning and project coordination skills.


• Fluent in English and Mandarin to effectively communicate with English- and Mandarin-speaking customers, partners and stakeholders.


• Willingness to travel internationally as required.