Position Overview
The Key Account Sales Manager is responsible for developing and growing strategic customer relationships, driving profitable sales, and securing sustainable business with assigned key accounts.
The role combines commercial ownership, solution selling, negotiation, and cross-functional coordination to deliver customer value and achieve sales targets.
What you will do
- 1. Key Account Strategy & Development
- Develop and execute account plans for assigned key customers and strategic partners
- Build long-term relationships with key decision-makers and influencers
- Identify opportunities to grow share of wallet across products, projects, and services
- 2. Sales & Business Development
- Own sales performance, opportunity pipeline, and forecast for assigned accounts
- Identify, qualify, and develop new business opportunities
- Drive cross-selling and solution selling in cooperation with internal specialists
- 3. Commercial Management & Negotiation
- Prepare and coordinate commercial proposals, quotations, and customer agreements
- Lead commercial negotiations within defined authorization levels and pricing guidelines
- Ensure profitable business and appropriate commercial terms for the company
- 4. Customer & Partner Management
- Act as the primary commercial contact for assigned key accounts
- Understand customer needs, business priorities, projects, and competitive environment
- Coordinate internal teams to ensure timely resolution of customer issues and commitments
- 5. Opportunity, Pipeline & Reporting
- Manage opportunities throughout the sales cycle from identification to order
- Maintain accurate customer, opportunity, pipeline, and forecast data in CRM systems
- Provide regular sales updates, account reviews, and market insights
- 6. Collaboration, Compliance & Continuous Improvement
- Work closely with Sales, Service, Operations, Supply Chain, Finance, and other functions
- Follow company policies, approval processes, pricing rules, and compliance requirements
- Share market feedback and best practices and contribute to continuous improvement
What we require
- Proven experience in B2B sales, key account management, or solution sales, preferably in a technical or project-based environment
- Experience with complex sales cycles, commercial negotiations, customer development, and cross-functional coordination
- University degree in Business, Engineering, Economics, or a related field; technical and commercial background is an advantage
- Strong key account management, sales planning, and business development skills
- Strong negotiation, presentation, and commercial communication skills
- Good commercial acumen and ability to understand technical solutions and customer requirements
- Experience with CRM, pipeline management, forecasting, and sales reporting
- Strong customer orientation and relationship-building capability
- Results-driven mindset with a high level of ownership and accountability
- Ability to work independently and coordinate effectively across functions
- Strong communication, influencing, organization, and problem-solving skills
What we offer
- Best opportunities in a globally operating company valuing diversity, inclusion, sustainability and mutual trust
- Attractive remuneration package
- 25 days paid annual leave
- Additional health insurance
- 102.26 EUR food vouchers
- Public transportation card
- Multisport card
- Free lunch at the office
- Employee referral program
- Training and mentorship programs
- 24/7 access to over 15,000 LinkedIn Learning courses to assist in your professional development and to expand on your individual interests
Who we are
We are at the heart of every place that matters. From automatic doors to cloud-based access management – as a leading global provider in the access solutions market for schools, banks, airports, hospitals, hotels, and many more, we enable seamless movement within secure, safe, and sustainable places. With over 160 years of experience and a focus on excellence and innovation, we offer exciting opportunities to grow in an environment where you can make a real impact. At dormakaba, you are encouraged to take initiative, develop your skills, and build your career alongside 16,000 experts worldwide who are setting industry standards every day.
Work in a place where you matter – apply now!