Key Account Manager (KAM) in Chesterfield

• 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 (HubSpot).
• 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 predictability.

Team Leadership (Team of 3):

Within the Team of 3:

With PC:

• Define bid strategy.
• Agree pricing position and VE approach.
• Align technical solution with commercial intent.

With Sales Executive:

• Drive activity levels.
• Ensure CRM accuracy.
• Maintain structured follow-up.
• Coordinate samples and presentations.
• The KAM sets direction and holds accountability.

Post-Sale Alignment & Client Experience:

• Ensure structured handover to Project Management.
• Maintain executive-level relationship post-award.
• Protect premium client experience.
• Capture feedback to strengthen future bids.
• Strong delivery feedback strengthens repeat work.

Experience & Background Required:

• Proven B2B sales and key account management experience within construction, building materials or interiors.
• Experience managing multi-layered contractor or developer accounts.
• Strong understanding of procurement routes and frameworks.
• Demonstrated ability to grow SOW within accounts.
• Experience with CRM systems (HubSpot preferred).

What Success Looks Like:

• The Team delivers its Sales In target.
• Increased SOW within strategic accounts.
• Strong repeat business levels.
• Clear and disciplined pipeline visibility.
• Strong alignment between Sales, Pre-Construction and Operations.
• Predictable, scalable account growth.
• Clear understanding of where to play and how to win.

Why This Role Matters:

• The Key Account Manager drives growth at DATIM.

This role ensures:

• The right work enters the business.
• The team operates with clarity and pace.
• Accounts grow year-on-year.
• Margin is protected.
• The Sales Playbook is lived, not just read.

Within DATIM’s model, the KAM is not just a salesperson — they are a commercial leader responsible for building strategic partnerships and scaling the business sustainably.