Key Account Manager

Highgate Air; Queensland; On-site; AUD 120,000 - 180,000; Full time

Job summary

Highgate Air is seeking an Eastern Key Account Manager to own revenue, gross profit, customer retention and growth across an assigned portfolio in SA, VIC, NSW and QLD.

The role focuses on managing high-value accounts that meet the business's annual spend threshold and travels interstate to visit sites, lead opportunities across parts, systems, training, reliability programs and engineered solutions. The ideal candidate has proven KAM or B2B sales experience.

Qualifications

• Proven experience in key account management, business development or solution selling.
• Strong commercial judgement and confidence dealing with multiple stakeholders.
• Disciplined CRM use and pipeline management.
• Ability to travel regularly across a large territory.
• Experience in mining, civil, agriculture, transport or reliability programs is valuable.

Responsibilities

• Maintain strong customer relationships and grow share of wallet.
• Identify and pursue new strategic customers and opportunities.
• Manage commercial relationships and drive opportunities across parts, systems, training and reliability programs.
• Lead projects and engineered solutions in collaboration with cross-functional teams.
• Coordinate with Internal Sales, Projects, Technical Support and leadership to progress opportunities.

Skills

Key account management

Business development

Solution selling

CRM discipline

Stakeholder management

Travel readiness

Tools

CRM software

Job description

The Eastern Key Account Manager owns revenue, gross profit, customer retention and growth across an assigned portfolio of strategic Highgate Air customers in SA, VIC, NSW and QLD.

The role is focused on managing high-value accounts that meet the business's annual spend threshold. The portfolio can change during the year based on forecast spend, strategic fit and business priorities.

Core responsibilities include maintaining strong customer relationships, growing share of wallet, identifying new strategic customers, managing commercial relationships, and driving opportunities across parts, systems, training, reliability programs, projects and engineered solutions.

The role incurs a lot of interstate travel, with regular site visits and multi-stakeholder interactions across operational, technical, procurement and leadership contacts. Internal Sales generally handles day-to-day enquiries and quoting, while the Key Account Manager owns the broader commercial strategy, customer direction and revenue outcome.

The position works closely with Internal Sales, Projects, Technical Support, Marketing, Finance, Operations and senior leadership to make sure customer needs are understood, opportunities are progressed, and internal handovers are clear.

Success is measured through portfolio revenue, gross profit, customer retention, existing account growth, new strategic customers, site visits, MSIs, CRM discipline and account planning.

The ideal person has proven experience in key account management, business development or solution selling, strong commercial judgement, confidence dealing with multiple stakeholder levels, disciplined CRM use, and the ability to travel regularly across a large territory. Experience in mining, civil, agriculture, transport, mobile equipment A/C systems, fleet maintenance or reliability programs is highly valuable.

In simple terms: this role owns the strategic customer relationships that protect and grow Highgate Air's eastern region revenue.