Lowe Rental
UK Key Account Manager (12 month FTC)
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The Company
We are Lowe, a globally recognised brand for innovation, ambition and quality.
Our unique culture is built on people, from motivating and developing our highly talented team, to truly listening to and delivering against our clients’ needs. With over 40 years’ experience, today Lowe Rental is a leading refrigeration and catering equipment supplier to major food exhibitions, sporting events, retailers and other organisations across the globe.
From Beijing to Boston, Berlin to Belfast, we take pride in our ability to provide innovative products and services to an impressive and diverse client base.
The Role
The UK is a strategically important and highly competitive market for Lowe Rental and PKL Group. Both brands have established market positions, longstanding customer relationships and a broad portfolio of products and services across refrigeration, catering equipment and related solutions.
This is a 12 month contract fixed term contract. The responsibility of the UK Key Account Manager will be to develop, retain and grow a portfolio of UK customers, while identifying and securing new commercial opportunities.
This is a 360-degree, individual contributor commercial role, combining key account management, business development and strategic customer engagement. The successful candidate will take ownership of relationships across a defined portfolio of customers, becoming a trusted commercial partner and identifying opportunities to strengthen retention and deliver sustainable revenue growth.
Key responsibilities will include:
- Owning and developing relationships with a portfolio of key UK accounts, building strong and trusted relationships at operational, commercial and senior stakeholder level.
- Developing and executing account plans that identify customer priorities, growth opportunities, risks and actions required to maximise long-term account value.
- Growing revenue and profitability within existing accounts through cross-selling, up-selling and the introduction of additional Lowe Rental and PKL Group products and services.
- Identifying opportunities to increase Lowe’s position as a strategic supplier across the customer organisation.
- Building and maintaining a robust pipeline of new business opportunities alongside existing account responsibilities.
- Developing relationships with key decision-makers through face-to-face meetings, presentations, networking and other appropriate communication channels.
- Managing the full commercial sales cycle, from initial engagement and opportunity qualification through to proposal, negotiation and contract award.
- Monitoring market, competitor and customer developments and using this insight to identify risks and opportunities.
- Working closely with internal operational, commercial and service teams to ensure customer expectations are understood and consistently delivered.
- Regularly attending customer meetings at both office and operational/site locations where required.
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Essential Criteria
Candidates must demonstrate that their experience can meet the following criteria:
- Significant experience in a B2B sales, business development or key account management role, with a proven track record of growing revenue and developing long-term customer relationships.
- Demonstrable experience of managing and developing strategic or high-value accounts.
- A strong track record of retaining customers while identifying and converting opportunities for account growth.
- Experience of winning new business and developing relationships with new customers.
- Ability to understand complex customer requirements and translate these into commercially compelling solutions.
- Strong commercial awareness, with the ability to understand customer businesses, identify opportunities and negotiate effectively.
- Experience of managing multiple stakeholders and building relationships at senior decision-making level.
- Strong track record of delivering against individual sales and revenue targets.
- Demonstrable experience of managing multiple opportunities and customer relationships simultaneously.
- Excellent communication, presentation and negotiation skills across all mediums.
- Strong organisational and time-management skills, with the ability to work independently and prioritise effectively.
- Technical aptitude and the ability to understand and confidently communicate the benefits of Lowe Rental and PKL Group products and services.
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Essential Personal Qualities
- Commercially driven with a strong customer focus
- High energy and a solid work ethic
- Confident and credible when engaging with people at all levels
- Excellent relationship-building and interpersonal skills
- Strong communication, negotiation and influencing skills
- Highly organised with excellent time-management capability
- Self-motivated and able to work independently
- Strategic thinker with strong commercial judgement
- Proactive and opportunity focused
- Resilient and persistent
- Collaborative team player
- Strong problem-solving ability
Exceptional candidates who do not meet these criteria may be considered for the role provided they have the necessary skills and experience.
Lowe is an equal opportunity employer and committed to a diverse workforce. We are incredibly selective in our hiring and shortlisting for this vacancy will be completed on the basis of merit. Candidates should tailor their CVs to reflect our essential criteria.
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