DATIM
Key Account Manager (KAM)
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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
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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
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Pipeline discipline drives predictability.
Team Leadership (Team of 3)
With PC
Within the Team of 3:
- 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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