Position Title: Key Account Manager – Electrical Systems
Reports To: National System Sales Manager
Location: Sydney, NSW, Australia
Employment Type: Full-Time, Permanent
Position PurposeThe Key Account Manager (KAM) is responsible for providing high-level, ongoing relationship management for assigned strategic client accounts. The primary focus of this role is driving profitable growth, achieving volume and gross margin targets, and ensuring long-term customer satisfaction across major Australian industry sectors, including Utilities, Defence, Mining & Minerals, Oil & Gas, and Renewable Energy.
The KAM coordinates all sales and technical efforts across internal business units, leads commercial negotiations, and acts as the primary contact for problem resolution and strategic account planning.
Main ResponsibilitiesSales Targets & Revenue Growth: Propose and execute revenue and gross margin targets for assigned accounts; sell products and solutions focusing on optimal volume, mix, and profitability.
Account Strategy & Planning: Lead the development and implementation of comprehensive account plans, executive relationship strategies, and coverage models; propose recovery plans for potential order shortfalls.
Customer Relationship Management: Facilitate executive relationships, plan and lead customer negotiations, manage customer claims, and act as the single point of contact for problem resolution.
Market & Competitor Intelligence: Maintain deep knowledge of client business drivers, purchasing behaviour, and decision-makers; monitor competitor activities and implement competitive response strategies.
Sales Execution & Bid Management: Ensure successful outcomes for proposals, contracts, and tenders (including frame agreements); conduct risk reviews and manage estimating processes.
Cross-Functional Coordination: Coordinate internal and external technical, marketing, and operational resources to deliver value-added service offerings to clients.
Administration & Reporting: Accurately enter and maintain all relevant sales, pipeline, and cost-tracking data in SAP and enterprise CRM databases.
Health, Safety, & Environment (HSE): Actively model safe work behaviours, follow safety procedures, use required PPE, and identify and report hazards and incidents.
Education: Bachelor’s Degree in Electrical Engineering, a commercial discipline, or a recognised equivalent qualification.
Experience: Minimum of 5 years of proven experience in Business Development or Account Management within electrical engineering or adjacent industrial sectors.
Industry Acumen: In-depth technical knowledge of the electrical systems industry and familiarity with key Australian sectors (Utilities, Mining, Oil & Gas, Renewable, Defence).
Commercial Expertise: Demonstrated experience in estimating, tendering, financial cost-tracking, risk reviews, and handling bid/no-bid decision frameworks.
Systems & Tools: Proficient in SAP (highly preferred), MS Excel, MS Project, and MS Word.
Core Competencies: Exceptional negotiation, communication, and interpersonal skills; strong business acumen with the ability to perform effectively under high-pressure environments.
At Randstad, we are passionate about providing equal employment opportunities and embracing diversity to the benefit of all. We actively encourage applications from any background.
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