Position Summary
The Key Account Manager (KAM) – Commercial is responsible for building, nurturing, and expanding long-term relationships with strategic commercial clients. This role focuses heavily on deepening trust, understanding client business needs, and delivering tailored solutions that drive mutual success. While rooted in relationship management, the KAM is also accountable for identifying and executing growth opportunities within assigned accounts, ensuring revenue expansion through upselling, cross-selling, and strengthening client partnerships.

• Serve as a strategic advisor and primary point of contact for key commercial accounts, cultivating strong, enduring relationships based on trust, expertise, and proactive support
• Identify and pursue opportunities for organic growth within existing accounts, including upselling, cross-selling, and expanding service offerings in alignment with client needs and goals
• Develop and implement detailed account plans that align with client business strategies and internal revenue objectives
• Act as the client's voice internally, ensuring their needs are understood and prioritized across internal teams (Sales, Operations, Product, Finance)
• Partner with cross-functional teams to craft customized solutions that anticipate and address client challenges, adding long-term value
• Conduct regular account reviews and business planning sessions with clients to evaluate satisfaction, performance, and future needs
• Partner with internal finance teams to support collection efforts by maintaining strong client communication regarding outstanding invoices, addressing billing discrepancies, and ensuring timely resolution to protect company cash flow without damaging client relationships
• Proactively identify account risks or churn indicators, and work collaboratively to implement retention strategies
• Support contract negotiations, renewals, and amendments by working closely with legal, finance, and leadership teams
• Stay current on client industries, competitive landscapes, and market trends to offer strategic insights and maintain a consultative selling approach
• Maintain accurate account records, growth forecasts, and activity updates within CRM systems

Education and Experience
• Bachelor's degree in Business, Marketing, Sales, or a related field; MBA preferred
• 5+ years of experience managing key or strategic commercial accounts, with a proven record of building trusted client partnerships
• Demonstrated success in expanding revenue within existing client portfolios through upselling, cross-selling, and strategic planning
• Strong understanding of financial processes related to billing, collections, and account receivables management
• Exceptional interpersonal and relationship-building skills, with a consultative, client-first approach
• Strong problem-solving abilities, with the agility to adapt solutions to meet evolving client needs
• Excellent communication, presentation, and negotiation skills
• Ability to travel up to 25% based on client and business needs

Supervisory Responsibilities
• This role does not provide direct supervision to direct reports

Competencies
• Relationship Management: Ability to build genuine, long-term partnerships based on trust and mutual value
• Strategic Growth Mindset: Focus on identifying and executing sustainable growth within established relationships
• Customer Centricity: Prioritize client success and satisfaction in all interactions and decisions
• Financial Accountability: Support collections efforts with diplomacy and attention to preserving the client relationship while ensuring payment resolution
• Solution-Oriented: Skilled at identifying problems and collaboratively designing tailored, impactful solutions
• Accountability: Ownership of account performance, client engagement, and revenue targets

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