Senior Key Account Manager

The Senior Key Account Manager is responsible for acquiring new strategic clients, managing key accounts, and identifying customer risk while driving sustainable revenue growth. The role requires strong industry connections, a proven record of handling large corporate customers, and the ability to develop long-term partnerships within the equipment rental sector.

Key Responsibilities

1. New Client Acquisition & Business Development

• Identify, develop, and onboard new high-value clients within construction, infrastructure, oil & gas, logistics, and industrial sectors.
• Proactively explore new market opportunities, projects, and tender-based business.
• Build strong sales pipelines through networking, referrals, industry events, and market intelligence.

2. Key Account Management

• Manage and grow relationships with strategic and enterprise-level clients.
• Develop account plans, including revenue targets, contract terms, and service strategies.
• Act as the main point of contact for key clients, ensuring high satisfaction and long-term partnerships.

3. Customer Risk Identification & Control

• Assess customer credit risk, payment behavior, and project viability before contract execution.
• Work closely with finance, operations, and credit control teams to minimize overdue, disputes, and bad debt.
• Monitor account performance and take proactive actions to mitigate commercial and contractual risks.

4. Contract & Commercial Management

• Lead contract negotiations including pricing, terms, service scope, and risk clauses.
• Ensure compliance with company policies, credit limits, and risk management frameworks.
• Oversee contract renewals, upselling, and cross-selling opportunities.

5. Revenue Growth & Performance

• Achieve and exceed revenue, margin, and collection targets.
• Drive portfolio expansion through additional equipment categories and value-added services.
• Track account KPIs and provide regular performance reports.

6. Cross-Functional Coordination

• Coordinate with operations, service, logistics, and finance to ensure timely delivery and service excellence.
• Resolve client escalations and ensure operational execution meets contractual commitments.

Qualifications & Experience

• Bachelor’s degree in Business, Engineering, Marketing, or a related field.
• Minimum 10-12 years of sales or key account management experience in equipment rental, heavy machinery company
• Demonstrated success in handling large corporate / strategic accounts within the industry.
• Strong understanding of rental contracts, project-based sales, credit risk, and customer lifecycle management.
• Experience in AWP, Earthmoving, Scaffolding, or heavy equipment rental is highly preferred.