Key Account Manager A&D

Job Overview:

• Develop and maintain strong relationships with architects, designers, and key stakeholders within the A&D community, to promote the brand and build the project pipeline.
• Drive brand awareness and pipeline growth by targeting key A&D accounts, building new relationships, whilst nurturing and expanding existing relationships.
• Support A&D account and project growth by delivering company/product presentations, showroom tours, design meetings, and technical consultations. Frequent client engagement such as showroom events, client evenings and awards ceremonies.
• Act as a trusted advisor, understanding client needs and providing tailored product solutions that align with design specifications and project requirements.
• Take ownership of project specifications and ensure timely follow-up throughout the design process.
• Manage and support the full sales cycle from initial specification to project completion as ownership shifts to other internal stakeholders, maintaining a high level of professionalism and accountability.
• Contribute to the overall team culture, driving a collaborative, results-oriented environment while embodying company values and promoting a positive working atmosphere.

This role represents an exciting opportunity to be a key part of a dynamic and growing team, where your expertise and drive will directly contribute to the growth and success of the business.

Responsibilities, Accountabilities and Duties:

• Accountable for meeting and exceeding monthly, quarterly and annual targets.
• Demonstrate measurable growth in market share and project pipeline.
• Provide accurate and timely sales forecasts.
• Use of Salesforce CRM system to track project pipeline, account engagement and activity.
• Conduct sales presentations in client and project meetings.
• Continuously expand industry and product knowledge.
• Represent the company at trade shows, exhibitions and other industry events.
• Identify and target new A&D accounts.
• Build and maintain strong relationships.
• Develop and execute strategic account plans.
• Provide expert advice and technical support.
• Monitor industry trends, competitor activities, and market demands.

Experience / Knowledge:

Essential

• Industry Experience: At least 3-5 years of experience in sales, account management, or business development within the architecture, design, or construction sectors, with a focus on interior products for commercial projects.
• A&D Market Knowledge: Strong understanding of the architecture and design, specification route to market, including current trends, challenges, and project requirements, particularly within commercial spaces (e.g., hospitality, workplace, education, healthcare, high-rise residential etc.).
• Sales Experience: Proven track record in B2B sales, with a focus on building relationships, driving product specifications, and managing complex sales cycles in the A&D route to market. In addition, has been accountable for a sales target and has successfully delivered against this.
• Product Knowledge: Familiarity with interior products, including technical specifications, sustainability, and design considerations specific to commercial projects.
• Account Management: Demonstrated ability to manage and grow key accounts, building long-term relationships and maintaining high customer satisfaction through exceptional service and tailored solutions.
• Collaboration & Teamwork: Experience working in cross-functional teams, collaborating with internal teams (sales, design, product development, marketing) to deliver project success and ensure customer needs are met.
• Presentation & Communication Skills: Excellent verbal and written communication skills, with experience in presenting to clients, leading technical product discussions, and delivering presentations to project decision-makers.

Preferential

• International Experience: Knowledge of global trends and an understanding of international markets, particularly in relation to interior design and products in commercial sectors.
• Sustainability Knowledge: Experience with sustainable design practices, knowledge of EPDs and green building standards (e.g., LEED, BREEAM, WELL).

Skills:

• Strong knowledge of the architecture and design industry and specification process, with a focus on large-scale commercial projects.
• Excellent communication and relationship-building skills, with the ability to influence key decision-makers in the A&D community.
• A proactive, self-motivated individual with a passion for driving sales and delivering exceptional customer experiences.
• A team player with the ability to work collaboratively, offering support and insight to fellow team members.
• Strong organisational skills with the ability to manage multiple projects and client accounts simultaneously.

Performance Measures:

• Sales Targets: UK & Global Projects
• Pipeline Growth: New specifications created with targeted key accounts
• Key Account Management: Developing relationships through face-to-face and digital meetings
• Showroom Footfall: Driving showroom footfall growth of key A&D accounts

Location: Hybrid (Attendance at our Clerkenwell showroom, London, minimum 2 times per week)

Travel Requirements: Frequent travel required to our London showroom, client meetings and internal meetings. Predominantly across London with occasional UK-wide travel.