Key Account Manager Job Description

Key responsibilities

• 📊 Client relationship management: Key Account Managers are the trusted partners clients rely on. By really understanding client goals and challenges, they build strong relationships that last.
• 📝 Strategic account planning: With data and insights in hand, Key Account Managers design tailored strategies that help clients grow. Their plans focus on adding value, solving problems, and helping both the client and company win together.
• 🔄 Revenue growth and retention: Upselling and cross-selling done right. Key Account Managers spot new opportunities within existing accounts and deliver solutions that keep clients happy while boosting company revenue.
• 🤝 Collaboration across teams: Key Account Managers bring product, marketing, and service teams together to deliver a consistent client experience. Their coordination helps the company show up as one strong, united front.
• 🔍 Performance analysis and reporting: They track how accounts are performing, using data to spot trends, fix issues, and suggest improvements. This keeps the service level high and strengthens the partnership.

Qualifications and skills

• Bachelor’s degree in business, marketing, or a related field: Gives you the base to understand both client needs and commercial goals.
• Proven experience in account management or sales: You’ve managed relationships and driven growth—time and time again.
• Exceptional communication and interpersonal skills: You know how to build trust and keep clients engaged.
• Strong negotiation skills: Helps you strike deals that benefit everyone involved.
• Proficiency in CRM software (e.g. Salesforce): Keeps your pipeline clean and client data organised.
• Analytical and problem-solving abilities: You assess client challenges and bring forward smart, strategic solutions.
• Experience in developing and implementing sales strategies: You align client goals with business growth to get results.
• Time management and organisational skills: You stay organised and responsive—no matter how many clients you’re managing.
• Customer-centric attitude: You focus on delivering value and building long-term success with every client.

Career path and opportunities

If you’re great with people and love solving problems for big clients, key account management could be your sweet spot. You’ll work closely with high-value customers, understand their goals, and deliver solutions that make you both look good.
Starting out, you'll build long-term relationships, learn how different businesses operate, and develop your skills in strategic thinking, negotiation, and customer success. It’s a role where trust is everything. And once you’ve nailed that, you’re already ahead.
From there, you can step into senior roles like Senior Key Account Manager or Key Account Director where you’ll lead larger portfolios, shape strategy, and manage major client partnerships that have a direct impact on the business.

Related job titles

• Regional Account Manager
• Client Relationship Manager
• Strategic Account Manager
• Business Development Manager
• Sales Account Manager
• Customer Success Manager
• Account Director
• Client Services Manager
• Enterprise Account Manager
• Territory Account Manager

Example job description

Job title: Key Account Manager

Job overview:
We’re looking for a Key Account Manager who knows how to build strong relationships and deliver results. You’ll be the main contact for our top clients by making sure they’re supported, happy, and growing with us. If you love a mix of strategy and hands-on client work, you’ll thrive here.

Key responsibilities:

• Manage and grow relationships with key clients
• Create and execute strategic account plans
• Work with internal teams to deliver customised solutions
• Spot new opportunities within existing accounts
• Stay across industry trends to keep clients informed
• Share client feedback to help improve service and offerings

Required qualifications:

• Experience in a key account or client-facing role
• Strong communication and negotiation skills
• Ability to understand client needs and develop tailored solutions
• Strategic thinker with great organisational skills

Preferred qualifications:

• Experience in [insert industry]
• Degree in Business, Marketing, or a related field
• Track record managing high-value accounts

Perks/benefits:

• Strong base salary plus performance bonuses
• Flexible work options
• Ongoing professional development
• Supportive and inclusive team culture
• Wellness programs and mental health support

Frequently asked questions

What does a Key Account Manager do?

Key Account Managers are the main point of contact for a business’s most important clients. Their goal? Build lasting partnerships, meet client needs, and uncover opportunities for growth on both sides.

What are their key duties and responsibilities?

They maintain and grow key client relationships, respond to needs quickly, and work with internal teams to deliver tailored solutions. Key Account Managers also identify upsell opportunities and resolve issues to ensure long-term satisfaction.

What makes a great Key Account Manager?

They’re empathetic, strategic, and driven by client success. Great Key Account Managers know how to build trust, negotiate effectively, and deliver value in every interaction. They think long-term and act with the client’s goals in mind.