Key Account Manager- Earth Moving Equipment

𝗞𝗲𝘆 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗠𝗮𝗻𝗮𝗴𝗲𝗿 – 𝗘𝗮𝗿𝘁𝗵-𝗠𝗼𝘃𝗶𝗻𝗴 𝗘𝗾𝘂𝗶𝗽𝗺𝗲𝗻𝘁

𝗖𝗿𝗶𝘁𝗶𝗰𝗮𝗹 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗣𝗿𝗼𝗳𝗶𝗹𝗲

The ideal candidate should be 𝗺𝗼𝗿𝗲 𝘁𝗵𝗮𝗻 𝗮 𝗰𝗼𝗻𝘃𝗲𝗻𝘁𝗶𝗼𝗻𝗮𝗹 𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗿𝘀𝗼𝗻. He/she must be a commercially driven relationship manager with a strong understanding of the construction and infrastructure ecosystem and an established network capable of opening doors to major opportunities.

𝟭. 𝗝𝗼𝗯 𝗣𝘂𝗿𝗽𝗼𝘀𝗲

The Key Account Manager – Earth-Moving Equipment will be responsible for developing, managing, and expanding strategic business relationships with 𝗚𝗼𝘃𝗲𝗿𝗻𝗺𝗲𝗻𝘁 𝗠𝗶𝗻𝗶𝘀𝘁𝗿𝗶𝗲𝘀, 𝗗𝗲𝗽𝗮𝗿𝘁𝗺𝗲𝗻𝘁𝘀 𝗮𝗻𝗱 𝗔𝗴𝗲𝗻𝗰𝗶𝗲𝘀 (𝗠𝗗𝗔𝘀), 𝗖𝗼𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻 𝗖𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀, 𝗜𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗲𝗿𝘀, 𝗘𝗻𝗴𝗶𝗻𝗲𝗲𝗿𝗶𝗻𝗴 𝗙𝗶𝗿𝗺𝘀, 𝗖𝗼𝗻𝘁𝗿𝗮𝗰𝘁𝗼𝗿𝘀, 𝗮𝗻𝗱 𝗼𝘁𝗵𝗲𝗿 𝗺𝗮𝗷𝗼𝗿 𝘂𝘀𝗲𝗿𝘀 𝗼𝗳 𝗲𝗮𝗿𝘁𝗵-𝗺𝗼𝘃𝗶𝗻𝗴 𝗮𝗻𝗱 𝗵𝗲𝗮𝘃𝘆 𝗰𝗼𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻 𝗲𝗾𝘂𝗶𝗽𝗺𝗲𝗻𝘁.

The role will drive revenue growth through the sale and/or deployment of earth-moving equipment while building long-term relationships with key decision-makers and identifying major infrastructure and construction projects where the company's equipment and solutions can be deployed.

The successful candidate must have a 𝘀𝘁𝗿𝗼𝗻𝗴 𝗮𝗻𝗱 𝗱𝗲𝗺𝗼𝗻𝘀𝘁𝗿𝗮𝗯𝗹𝗲 𝗻𝗲𝘁𝘄𝗼𝗿𝗸 𝘄𝗶𝘁𝗵𝗶𝗻 𝘁𝗵𝗲 𝗴𝗼𝘃𝗲𝗿𝗻𝗺𝗲𝗻𝘁, 𝗰𝗼𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻, 𝗶𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲, 𝗰𝗶𝘃𝗶𝗹 𝗲𝗻𝗴𝗶𝗻𝗲𝗲𝗿𝗶𝗻𝗴, 𝗮𝗻𝗱 𝗵𝗲𝗮𝘃𝘆-𝗲𝗾𝘂𝗶𝗽𝗺𝗲𝗻𝘁 𝘀𝗲𝗰𝘁𝗼𝗿𝘀, with the ability to convert relationships and market intelligence into tangible business opportunities.

𝟮. 𝗞𝗲𝘆 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗶𝗯𝗶𝗹𝗶𝘁𝗶𝗲𝘀

𝗔. 𝗞𝗲𝘆 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗠𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁

• Develop and maintain strategic relationships with major construction companies, government agencies, contractors, developers, and infrastructure companies.

• Manage a portfolio of high-value strategic accounts and ensure high levels of customer satisfaction and retention.

• Understand customers' equipment requirements, project timelines, budgets, procurement processes, and decision-making structures.

• Develop account plans for key customers and identify opportunities for cross-selling and upselling.

• Establish long-term relationships with senior decision-makers, procurement executives, project directors, engineers, consultants, and government officials.

𝗕. 𝗚𝗼𝘃𝗲𝗿𝗻𝗺𝗲𝗻𝘁 & 𝗜𝗻𝘀𝘁𝗶𝘁𝘂𝘁𝗶𝗼𝗻𝗮𝗹 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁

• Develop and maintain relationships with relevant government ministries, departments, agencies, state governments, local governments, and public-sector institutions.

• Monitor government infrastructure projects, public works programmes, road construction, housing, transportation, mining, and other projects requiring heavy equipment.

• Identify and pursue government procurement, framework agreements, tenders, contracts, and equipment supply opportunities.

• Track government budgets, project approvals, procurement plans, tender announcements, and infrastructure spending.

• Represent the company in government and industry engagements, stakeholder meetings, exhibitions, conferences, and business forums.

• Build a strong pipeline of public-sector opportunities while ensuring compliance with applicable procurement and ethical standards.

𝗖. 𝗖𝗼𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻 & 𝗜𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗦𝗲𝗰𝘁𝗼𝗿 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁

• Identify major construction and infrastructure projects requiring excavators, bulldozers, graders, wheel loaders, rollers, backhoe loaders, dump trucks, cranes, and related equipment.

• Build relationships with major construction companies, EPC contractors, civil engineering firms, road contractors, real estate developers, mining companies, and equipment users.

• Develop project-specific equipment proposals based on customer requirements.

• Partner with technical and operations teams to recommend appropriate equipment solutions.

• Monitor competitors, market pricing, equipment trends, and customer preferences.

𝗗. 𝗦𝗮𝗹𝗲𝘀 & 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻

• Develop and execute strategic sales plans to achieve agreed revenue and profitability targets.

• Generate new business opportunities through networking, referrals, industry relationships, tenders, direct prospecting, and project intelligence.

• Prepare commercial proposals, quotations, presentations, and account strategies.

• Lead negotiations with strategic customers and support contract closure.

• Maintain an accurate sales pipeline and provide regular forecasts to management.

• Drive opportunities from initial engagement through negotiation, contract award, equipment delivery, and after-sales support.

𝗘. 𝗠𝗮𝗿𝗸𝗲𝘁 𝗜𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝗰𝗲 & 𝗡𝗲𝘁𝘄𝗼𝗿𝗸𝗶𝗻𝗴

• Maintain an up-to-date database of key stakeholders across government, construction, infrastructure, engineering, and related industries.

• Continuously expand the company's network among industry decision-makers and influencers.

• Provide management with intelligence on upcoming projects, procurement opportunities, competitors, market conditions, and emerging business opportunities.

• Attend industry events, construction forums, trade exhibitions, government stakeholder meetings, and networking events.

• Establish the company as a trusted partner within the earth-moving equipment and construction ecosystem.

𝗙. 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 & 𝗔𝗳𝘁𝗲𝗿-𝗦𝗮𝗹𝗲𝘀 𝗦𝘂𝗽𝗽𝗼𝗿𝘁

• Work closely with technical, service, spare parts, and operations teams to ensure customer requirements are effectively addressed.

• Monitor customer satisfaction and resolve commercial or service-related issues promptly.

• Identify opportunities for equipment maintenance contracts, spare parts, replacement equipment, and additional equipment purchases.

• Conduct regular strategic account reviews with major customers.

𝟯. 𝗞𝗲𝘆 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗜𝗻𝗱𝗶𝗰𝗮𝘁𝗼𝗿𝘀 (𝗞𝗣𝗜𝘀)

• Annual sales/revenue generated from key accounts.

• Value and number of new government and corporate contracts secured.

• Number and value of qualified opportunities in the sales pipeline.

• Government and construction-sector account acquisition and retention.

• Tender/procurement opportunities identified and converted.

• Customer retention and repeat business.

• Gross margin/profitability of accounts.

• Number and value of strategic partnerships established.

• Market share growth within targeted sectors.

• Sales forecast accuracy.

• Number of major construction/infrastructure projects converted into equipment opportunities.