Key Account Manager; KAM Job Chesterfield area,England UK,Sales

Key Account Manager (KAM) – Doorsets & Ironmongery
Location: Chesterfield (National Coverage)
Department: Sales
Reports To: Group Sales Manager
Team Structure: Team of 3 (KAM + Pre-Construction Manager + Sales Executive)

Job Description:

About DATIM Ltd:

DATIM Ltd is a leading UK manufacturer of architectural internal Doorsets and Ironmongery, delivering compliance-led solutions into large-scale multi-room developments across apartments, student accommodation, hotels, MOD/Defence and framework projects.

Our ambition is to be the number ONE company of choice in complete internal Doorset & Ironmongery solutions .

Our sales culture is built around a clear methodology, structured engagement and disciplined execution — as defined in the DATIM Sales Playbook .

We LISTEN. We MANUFACTURE. We DELIVER.

Role Overview :

The Key Account Manager leads the Team of 3 and holds primary accountability for delivering the Team’s Sales In target.

This role is responsible for:

Owning and growing key accounts.
Driving larger Share of Wallet (SOW).
Securing repeat business.
Leading client engagement strategy.
Defining the commercial path to order.
Following the Sales Process Map and Playbook methodology.

The KAM is the commercial leader of the team — setting direction, owning relationships, and ensuring disciplined execution from first meeting through to secured order and handover.

Core Accountability

Deliver the Team’s Sales In target.
Grow revenue and margin within assigned accounts.
Increase depth of Scope of Works (bundling Doorsets, Ironmongery and added services).
Maintain structured pipeline visibility.
Lead client strategy aligned to “Where We Play & How We Win.”

Key Responsibilities:

Account Ownership & Growth:

Manage and develop a portfolio of strategic contractors, developers and framework clients.
Establish long-term partnerships built on trust and performance.
Conduct structured quarterly account reviews.
Identify cross-sell and upsell opportunities.
Drive deeper SOW across projects (Doorsets + Ironmongery + additional services).
Increase repeat business and reduce account leakage.
The KAM is accountable for growing wallet share within each account.

Sales Process Execution (Following the Sales Playbook):

Operate in strict alignment with the 7-Step Sales Process outlined in the Sales Playbook :
Research Prospect.
Contact Decision Maker.
Deliver Insight.
Build Support.
Propose F2F Meeting.
Deliver F2F & Sell Value.
Account Management.
Embed proactive outreach, resilience and competitive spirit as outlined in the MD’s Sales Playbook message .
Ensure face-to-face engagement where possible — “The more hands you shake, the more money you make.”
Where We Play & How We Win.

Align account focus to DATIM’s defined markets:
Where We Play:

Multi-Room (Apartments, Hotels, PBSA).
MOD / Defence.
Frameworks.
Regional contractors & developers.

How We Win:

Early technical engagement.
Stronger account management.
Deeper SOW.
Compliance-led selling.
Stable and disciplined execution.
The KAM ensures the team is targeting the right work for the factory.

Needs Analysis & Path to Order:
Work closely with the Pre-Construction Manager to:

Lead structured Needs Analysis meetings.
Understand project scope, budget, VE appetite and programme.
Identify decision makers and influencers.
Map competitor landscape.
Establish sample and design approval strategy.
Identify buying triggers and pain points.
Define the “Path to Order”.
The KAM owns the commercial strategy; the PC builds the technical solution around it.

Pipeline & Forecasting Discipline:

Maintain accurate CRM records (Hub Spot).
Drive opportunity progression.
Ensure no stagnation in mid-stage deals.
Lead weekly pipeline reviews within the Team of 3.
Maintain clarity on probability movement and close plans.
Pipeline discipline drives…