The Key Account Manager is responsible for driving profitable sales growth and ensuring reliable service delivery for a defined set of strategic customers. This is a hands-on, customer-facing role that combines commercial ownership, strategic account planning, relationship management, and operational coordination. You will act as the primary point of contact for your assigned key accounts, taking full ownership of sales performance, service execution, and customer satisfaction. Day-to-day, you will work closely with internal teams to deliver on commitments, plan and execute targeted sales plays, and ensure smooth resolution of customer needs. You will also develop and maintain account plans, set and track sales targets, prepare forecasts, and continuously identify opportunities to grow revenue across spares, maintenance, and service offerings. The role requires a proactive, results-oriented approach and the ability to balance strategic planning with practical, daily execution.
Key responsibilities in this role:
Commercial growth & sales execution
- Proactively use data and customer insights (e.g., account performance, fleet operations, dry-docking schedules, buying patterns) to identify opportunities and translate them into proactively sales plays
- Execute, and follow up on proactive sales plays to drive growth and strengthen relationships
- Monitor account performance and take corrective action to ensure revenue, margin, and service-level targets are achieved
Customer relationship & account management
- Act as the primary point of contact for assigned key accounts, ensuring responsiveness and ownership of all interactions
- Build and maintain strong, long-term partnerships based on reliability, trust, and continuous improvement
- Develop and maintain a practical account plan with clear sales targets, up-to-date customer stakeholder maps, service priorities, and effective sales plays
- Know all key stakeholders at your customer accounts, maintain active relationships with each, and engage regularly as relevant to the account's business priorities
- Escalate internal roadblocks that impact delivery or customer experience through the win-room format, and bring forward constructive suggestions on customer engagement to key executive stakeholders
Collaboration & delivery coordination
- Coordinate internal stakeholders to maintain alignment on account plan, priorities and ensure proactive issue resolution
- Work closely with CX, Service, and other teams to deliver on SLAs and ensure a seamless customer experience
Required Experience & Competences
- Bachelor's degree in Maritime engineering, Sales or Business
- Several years of experience in an account manager role
- Proven track record of planning and executing successful Sales growth
- Results- and future-oriented, solution-focused mindset
- Excellent communications and impacting skills
- Excellent stakeholder management and customer interaction skills
- Excellent feedback on working with different roles and organizational levels
- Good written and spoken English skills - local language skills are considered an advantage
- Possibility to travel to visit customers when required (either locally or internationally depending on the accounts)
Chan Chee Meng
EA 07C3069/R1110620
