Key Account Manager

About the role

The Key Account Manager is responsible for managing and growing a portfolio of strategic customer accounts while actively identifying and developing new business opportunities. This role combines strong relationship management ("farmer") with proactive prospecting and market expansion ("hunter"). The ideal candidate will drive revenue growth, protect existing business, and build a robust pipeline aligned with company growth targets.

Responsibilities

• Own and manage a portfolio of key strategic accounts, acting as the primary commercial contact.
• Develop account plans to grow revenue, margin, and long-term partnerships.
• Identify upselling and cross-selling opportunities within existing customers.
• Lead pricing, commercial negotiations, and contract discussions.
• Cook up internally with Engineering, Operations, Quality, and Finance to ensure customer satisfaction and successful program launches.
• Monitor customer performance, forecast demand, and manage risks related to retention and profitability.
• Proactively identify, qualify, and pursue new business opportunities in target markets and customer segments.
• Build and maintain a strong sales pipeline aligned with annual and long-term growth targets.
• Lead RFQ/RFP processes, including commercial strategy, pricing, and proposal development.
• Develop market intelligence on competitors, industry trends, and customer needs.
• Represent the company at customer meetings, trade shows, and industry events.
• Support annual budgeting, sales forecasting, and strategic planning processes.
• Drive execution of business development strategy in alignment with company goals.
• Track KPIs related to revenue growth, pipeline health, win rate, and customer satisfaction.

Requirements

• Bachelor’s degree in business, marketing, engineering, or related field or equivalent experience.
• 7+ years of experience in B2B sales, account management, or business development.
• Experience in manufacturing, automotive, appliance, plastics, or other engineered products strongly preferred.
• Proven track record of growing existing accounts, winning new business, prospecting and establishing new accounts.
• Strong negotiation, presentation, and commercial acumen.
• Experience managing complex, long-cycle sales and cross-functional teams.
• Excellent communication skills in English; additional languages a plus.
• 20-30% travel required.

Qualifications

• Must be legally authorized to work in the United States without need for employer sponsorship, now or in the future.

Skills

• Strategic thinking and problem-solving skills.
• Ability to build and maintain relationships with key stakeholders.
• Strong negotiation and commercial acumen.
• Effective communication and presentation skills.
• Ability to manage multiple projects and priorities simultaneously.
• Proficiency in Microsoft Office Suite.

Benefits

• Base salary starting at $100,000, with flexibility based on experience, plus uncapped commission and significant total earning potential.
• A high-impact position with meaningful influence on company growth.
• The autonomy and resources to build and grow your own book of business.
• Employee ownership through our ESOP—your contributions help build long-term value.
• Comprehensive health, retirement, and paid-time-off benefits.
• Company-sponsored wellness, recognition, and culture-building activities.

Pay

• Base salary starting at $100,000, with flexibility based on experience, plus uncapped commission and significant total earning potential.

Schedule

• Location: When not traveling, this position follows a hybrid schedule: four days per week at our Berkeley Illinois home office and one day working remotely.