Key Account Manager

Your Job

• you will lead the execution of our commercial strategy by developing customer partnerships, enhancing profitability, accelerating digital transformation, and building a high-performing Key Account capability. You will coach and mentor a team of Key Account Managers while ensuring that customer strategies translate into profitable growth, stronger customer engagement, and sustainable competitive advantage.

  This role requires a strong combination of commercial acumen, strategic thinking, leadership capability, and the ability to align internal capabilities with customer needs.

Our Team

• You will work cross-functionally with sales, marketing, operations, quality, supply chain, finance, and customer service to support pricing decisions, supply alignment, issue resolution, customer satisfaction, and execution of account strategies.

What You Will Do

Lead and Develop the Key Account Team

• Coach and guide Key Account Managers on account strategy, customer negotiation, pipeline management, pricing discipline, and issue resolution.
• Foster a culture of ownership, contribution, accountability, and continuous improvement.
• Motivate team members to increase their impact and contributions.
• Drive capability development within the Key Account Management organization.
• Support behavioral transformation and adoption of best commercial practices.

Drive Commercial Growth

• Lead execution of commercial strategies for assigned strategic customers, including account growth plans, pricing actions, volume opportunities, and profitability improvement.
• Review and challenge customer-specific account plans to ensure clear objectives, growth initiatives, customer insights, risks, and action owners.
• Drive profitable revenue growth through effective portfolio management and customer value creation.
• Expand share of wallet and identify new growth opportunities within strategic accounts.
• Improve business profitability through product mix optimization and reduced cost-to-serve initiatives.

Strengthen Strategic Customer Relationships

• Support the team in building relationships with key customer decision makers and influencers, including procurement, commercial, technical, and operational stakeholders.
• Ensure customer needs, demand changes, service issues, quality concerns, and growth opportunities are clearly communicated to relevant internal teams and followed through to completion.
• Promote long-term, mutually beneficial partnerships with key customers.
• Support cross-functional collaboration involving sales, marketing, operations, quality, supply chain, and customer service teams.

Advance Digital Transformation

• Drive consistent use of Salesforce and other commercial tools to maintain accurate customer information, opportunity pipelines, visit reports, account plans, and follow-up actions.
• Act as an ambassador for Salesforce, Kinaxis, Share of Wallet, and profitability management tools.
• Ensure customer interactions, account plans, forecasts, and commercial activities are accurately documented and managed.

Commercial Performance Management

• Improve forecast accuracy by reviewing customer demand, sales pipeline, historical trends, risks, and opportunities with the team on a regular basis.
• Track key commercial KPIs such as revenue, margin, volume, share of wallet, account plan progress, opportunity conversion, customer satisfaction, and CRM data quality.

Who You Are (Basic Qualifications)

• Bachelor's degree in Business, Marketing, Engineering, or a related discipline.
• Proven experience in B2B sales, key account management, commercial planning, or customer-facing business development, preferably with strategic or high-value accounts.
• Experience leading, coaching, or developing customer-facing commercial professionals.
• Strong ability to develop account strategies, understand customer value drivers, identify growth opportunities, and convert customer insights into practical actions.
• Solid commercial and financial acumen with the ability to evaluate profitability and business opportunities.
• Excellent communication and stakeholder management skills.
• Fluent business English and Thai

Preferred Qualifications

• Experience within the glass, construction, building materials, manufacturing, industrial, or related sectors.
• Experience managing large strategic accounts, distributors, fabricators, contractors, architects, developers, or similar customer groups.
• Advanced proficiency in CRM systems, Salesforce, forecasting, and commercial analytics.
• Experience leading cross-functional business teams and influencing without direct authority.
• Demonstrated success in customer segmentation, account planning, and revenue growth initiatives.

Successful Candidates Will Demonstrate

• Leadership with the ability to drive and align multiple capabilities.
• A contribution mindset and strong sense of ownership.
• Intellectual honesty and principled decision-making.
• Strong communication and relationship-building skills.
• Financial and digital literacy.
• The ability to connect commercial strategy with operational execution.