Key Account Manager; KAM

• Location:
  
  Chesterfield (National Coverage)
• Team Structure:
  Team of 3 (KAM + Pre-Construction Manager + Sales Executive)

• Location:
  
  Chesterfield (National Coverage)
• Team Structure:
  Team of 3 (KAM + Pre-Construction Manager + Sales Executive)

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.

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

• 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.

• 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.”

• 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.

• 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.

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

• 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.

• 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.

• 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…