Key Account Manager

About the role

The Key Account Manager develops and manages strategic relationships with large, high-value customers, focusing on multi-location and enterprise-level rental partnerships. This role serves as the strategic bridge between national/regional customer relationships and local branch execution, driving revenue growth, customer retention, and long-term account value. Work location can be Ocala, Tallahassee, or Gainesville, FL.

Responsibilities

• Strategic Account Development
  • Identify, target, and secure partnerships with large regional and national accounts.
  • Manage 3-5 targeted strategic customers per market as identified by leadership.
  • Retain all existing customers with rental spend of $100,000/year or more.
  • Grow specific Rental Account Manager (RAM) accounts from $50,000/year to $100,000+.
  • Develop account-specific strategies to expand share-of-wallet and multi-branch penetration.
  • Negotiate enterprise-level rental agreements, rate structures, and service commitments.
  • Collaborate with executive leadership to design tailored programs meeting customer needs and company standards.
  • Track and manage account performance to ensure profitability and contract compliance.
• Collaboration with Branch & Sales Teams
  • Partner with local RAMs and General Managers (GMs) to ensure consistent execution and customer satisfaction.
  • Serve as the primary point of contact for strategic accounts while empowering local teams to manage daily operations.
  • Communicate account expectations, special pricing, and service requirements to branches.
  • Support RAMs in sales pursuits within key accounts and joint customer meetings.
  • Provide coaching to RAMs on large-account management best practices.
  • Support accounts receivable (AR) management by partnering with local GMs and RAMs to ensure outstanding balances are collected and in good standing.
• Customer Relationship Management
  • Build relationships with decision-makers, procurement leaders, and field contacts.
  • Conduct quarterly business reviews (QBRs) with major accounts.
  • Execute a Weekly KAM Report summarizing:
    • Scheduled meetings and activities
    • Customer issues and escalations
    • Upcoming opportunities and gaps
  • Participate in a Monthly Business Review with the VP of Sales/President to evaluate month-over-month revenue trends for each strategic account.
  • Resolve escalated service issues in coordination with branches and operations leadership.
  • Maintain a high Net Promoter Score (NPS) within assigned accounts.
• Revenue Growth & Performance Tracking
  • Drive total account revenue across rental, trucking, used equipment sales, and RPO programs.
  • Identify and close gaps in spend potential within enterprise accounts.
  • Monitor account-level revenue, profitability, and retention metrics using CRM/BI tools.
  • Collaborate with Finance and Operations to ensure billing accuracy and contract fulfillment.
  • Plan and execute 2–3 customer-facing events per year (e.g., FTBA, ABC, industry shows, client appreciation events).
• Safety & Compliance
  • Champion the company’s safety-first culture across all accounts.
  • Ensure customers understand equipment inspection, operating, and safety requirements.
  • Partner with operations to align on delivery, fleet safety, and service expectations.
• Key Performance Indicators (KPIs)
  • Strategic account revenue growth and profitability (10%+ growth over assigned performance cycle).
  • New enterprise account acquisition rate.
  • Account retention and satisfaction (NPS).
  • Multi-branch execution consistency.
  • Accuracy and timeliness of Weekly KAM Reports.
  • Completion of Monthly Business Reviews.
  • Execution of 2–3 major events annually.
  • Safety and compliance adherence across all key accounts.

Requirements

• 5+ years in B2B sales (equipment rental preferred).
• Proven experience managing strategic or national accounts.
• Strong negotiation, presentation, and relationship skills.
• Ability to collaborate across branches and executive leadership.
• Financial and analytical acumen.
• CRM proficiency and strong organizational discipline.
• Commitment to safety, service, and long-term customer partnerships.

Benefits

• Medical, dental, and vision coverage.
• Matching 401-K retirement plan.
• Variety of other optional benefits.