Key Account Manager

S.M. Continental; Macaé; On-site; BRL 130,000 - 180,000; Full time

Job summary

S.M. Continental is seeking a Key Account Manager (KAM) based in Macaé, Brazil, responsible for nurturing relationships with strategic clients such as Petrobras. The KAM will drive revenue growth and ensure exceptional customer satisfaction while collaborating with various internal teams.

The ideal candidate has extensive experience within the Energy sector, with strong communication skills and the ability to develop comprehensive account plans. Proficiency in English is essential.

Qualifications

• Extensive experience in a senior BD, Commercial or Operational role in the Energy industry.
• Strong communication skills, both verbal and written.
• Ability to think critically and make reasoned decisions.
• Proven track record in customer-focused environments.

Responsibilities

• Develop and maintain relationships with strategic customers, focusing on Petrobras account.
• Achieve and exceed sales targets and profitability KPIs.
• Analyze customer performance and suggest tailored solutions.
• Conduct quarterly business reviews with clients.

Skills

Strong relationship management

Sales growth strategies

Customer satisfaction

Commercial awareness

Collaboration skills

Fluency in English

Tools

CRM tools

Job description

The Key Account Manager (KAM) is responsible for developing and maintaining strong, long‑term relationships with strategic customers. This role focuses on driving revenue growth, building account plans, ensuring customer satisfaction, and acting as the primary point of contact for key accounts. The KAM works cross‑functionally with internal teams—such as marketing, operations, project management, and finance—to deliver tailored solutions that meet client needs and support business objectives.

Accountabilities

• Own and manage Petrobras account, ensuring high levels of customer satisfaction and retention.
• Accountable for OJF relationship with Petrobras, focusing on growing the value and depth of our relationship, supporting the development of such opportunities with BDMs who are accountable for the execution of the opportunity to BID.
• Develop comprehensive account plans, identifying growth opportunities and action strategies.
• Provide customer feedback to support product development and innovation.
• Maintain regular contact with key stakeholders and decision makers within client organizations.
• Drive account revenue growth in international markets, especially Latin America.
• Achieve and exceed sales targets, revenue goals, and profitability KPIs for account.
• Identify upsell & cross‑sell opportunities based on customer needs and market insights.
• Analyze customer performance, consumption patterns, and market trends to recommend tailored solutions.
• Collaborate with internal teams to ensure timely delivery of solutions and services.
• Conduct quarterly business reviews (QBRs) with clients, presenting performance, projections, and value delivery.

Requirements

• Extensive relevant experience in a senior BD, Commercial or Operational function with Energy industry.
• Be personally energetic, dynamic, positive, and enthusiastic and possess the ability to think laterally and act through reasoned decision making.
• Challenge conventional thinking in the pursuit of commercial excellence and deal with queries from management and customers alike.
• Demonstrated commercial awareness within a business development and customer facing environment.
• Excellent customer focussed communication skills, both verbally and written, with a high level of accuracy and attention to detail.
• Resilience & Adaptability.
• Collaboration and cross‑functional leadership.
• Experience working with CRM tools.
• Fluency in English.