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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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