Role Overview
The Key Account Manager (KAM) is responsible for driving revenue growth by closing high-value deals, strengthening client relationships, and expanding JCI's market presence.
This role exists to address a crucial business challenge low conversion rates and stalled deals, and is therefore focused on sales execution, client engagement, and end-to-enddeal closure.
Unlike the Business Development Director (BDD), who focuses on lead generation, strategy, partnerships, and pipeline expansion, the KAM is focused on turningopportunities into sales, managing key accounts, and delivering measurable revenue results.
The role reports directly to the Managing Director, ensuring clear accountability for deal closure and client satisfaction.
Key Responsibilities
Sales & Deal Closure:
Own and drive the end-to-end sales cycle from prospecting to negotiation and closure.
Convert qualified leads from the Business Development team into successful deals.
Prepare and deliver client proposals, quotations, and presentations.
Negotiate terms, pricing, and contracts in alignment with company standards.Key Account Management
Manage and grow relationships with existing high-value clients, ensuring repeat business.
Serve as the primary point of contact for key clients, ensuring seamless communication.
Maintain deep understanding of client needs, business objectives, and project expectations.
Conduct regular check-ins, reviews, and follow-ups to strengthen client trust.
Revenue & Performance Delivery:
Meet and exceed monthly and quarterly sales targets.
Track and report on sales performance, pipeline status, and closing ratios.
Identify opportunities for upselling and cross-selling within existing accounts.
Collaboration & Internal Coordination:
Work closely with the Design, Projects, Finance, and Operations teams to ensure project feasibility and alignment.
Collaborate with the Business Development Director on market trends, client insights, and lead quality.
Ensure timely communication and handover to project teams after contract signing.
Market Insight & Client Intelligence:
Stay updated on interior design trends, pricing, competitor activities, and customer expectations.
Provide feedback to management to support continuous improvement of products and services.
KPIs
Monthly revenue achieved
Deal closure rate (%)
Sales conversion from qualified leads
Number of retained and repeat clients
Client satisfaction scores
Time-to-close per deal
Cross-selling and upselling success
Accuracy of sales forecasts and reporting.
Required Qualifications & Experience
Bachelor's degree in Business Administration, Marketing, Architecture, Interior Design, or related field.
Minimum 4 - 6 years proven experience in sales, key account management, or client-facing roles, ideally within Interior Design, Architecture, Real Estate, or Luxury Products.
Demonstrated success in closing high-value deals.
Strong communication, negotiation, and presentation skills.
High emotional intelligence, confidence, and excellent relationship management.
Key Competencies:
Sales closing ability
Client relationship management
Negotiation & persuasion
Pipeline management & reporting
Business insight
Stakeholder coordination
Attention to detail
Professional communication.