Head of Key Accounts

The Head of Key Accounts is responsible for leading the strategic management, development, and expansion of the organization’s most critical and high-value client accounts. This role goes beyond relationship management by setting the direction for key account strategy, driving revenue growth, and guiding key account managers to ensure consistent delivery of exceptional client experience and business performance. The Lead KAM acts as a senior advisor to clients and a strategic partner internally to align commercial objectives with customer success.

Key Responsibilities

• Strategic Relationship Leadership
  Build, nurture, and sustain high-impact, trust-based relationships with senior client stakeholders and decision-makers, positioning the company as a long-term strategic partner.
• Account Strategy & Business Planning
  Lead the development and execution of comprehensive key account strategies and growth plans that align client objectives with organizational priorities and long-term commercial goals.
• Revenue Growth & Value Expansion
  Drive revenue growth through strategic upselling, cross-selling, and identification of new business opportunities within key accounts to maximize customer lifetime value.
• Executive Client Engagement
  Serve as the primary senior point of contact for key accounts, managing complex negotiations, resolving escalations, and ensuring consistent, high-quality service delivery.
• Cross-Functional Leadership
  Coordinate and lead collaboration across internal teams (sales, marketing, supply chain, finance, and customer success) to deliver integrated solutions that meet client needs and strengthen partnerships.
• Performance Monitoring & Strategic Reporting
  Oversee account performance by analyzing key commercial and relationship metrics, providing strategic insights, and reporting on account health, risks, and growth opportunities to senior management.
• Key Account Governance & Best Practices
  Establish and implement best practices in key account management, ensuring consistent processes, disciplined account planning, and strong stakeholder engagement across strategic clients.

Required Skills and Qualifications

• Experience: 6–8 years of progressive experience in sales, key account management, or commercial roles, with at least 2–3 years managing strategic or high-value clients.
• Communication: Excellent negotiation, presentation, and interpersonal skills.
• Analytical Skills: Ability to analyze data and sales statistics to improve strategies.
• Strategic Thinking: Strong business acumen and capability to think long-term.
• Education: Bachelor’s degree 

Key Competencies

• Strong experience managing large or strategic accounts and delivering sustainable revenue growth.
• Proven ability to build and maintain long-term relationships with senior client stakeholders and decision-makers.
• Strong commercial acumen with demonstrated success in upselling, cross-selling, and expanding client portfolios.
• Excellent negotiation, influencing, and stakeholder management skills.
• Ability to develop and implement strategic account plans aligned with business objectives.
• Strong analytical skills with the ability to interpret sales data, client performance metrics, and market trends.
• Proven ability to collaborate effectively with cross-functional teams such as marketing, supply chain, finance, and customer service.
• Strong problem-solving skills and ability to manage complex client issues and escalations.
• Excellent communication and presentation skill