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DATIM Ltd

Key Account Manager (KAM)

Chesterfield, Derbyshire•Full-time
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About the Job
Job Description:
  • 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)

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.
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