Key Account Manager

Glen Callum Associates Ltd; Milton Keynes; Hybrid; GBP 40,000 - 60,000; Full time

Benefits offered by this job

Car allowance

Enhanced pension

Job summary

Glen Callum Associates Ltd is seeking an experienced Key Account Manager for the automotive aftermarket in the UK. Hybrid/field role across Central & Southern England with strong focus on growing key accounts and distributor relationships.

You will manage an established portfolio, drive sales growth, and lead strategic account plans across HQ and branch networks, while leveraging an enhanced package and travel across the region.

Qualifications

• 3+ years of field sales experience, preferably in automotive aftermarket.
• Experience managing motor factors, distributors, buying groups or similar aftermarket accounts.
• Ability to develop relationships at HQ and across branch networks.

Responsibilities

• Manage and grow an established portfolio of automotive aftermarket customers across Central and Southern UK.
• Build relationships at head office, purchasing and commercial levels plus engagement across branch networks.
• Identify and convert new business opportunities with distributors and other aftermarket customers.
• Develop territory and account plans to deliver sales, margin and profitability targets.
• Increase penetration within existing accounts by targeting additional products and opportunities.
• Take ownership of customer relationships from agent to direct account management.
• Maintain CRM-driven opportunity pipelines and accurate sales forecasts.
• Conduct regular customer and branch visits across the territory.
• Monitor competitor activity and market developments to spot opportunities.
• Represent the business at meetings, trade shows and events.

Skills

Field sales

Account management

Negotiation

Relationship building

Commercial awareness

Travel

Tools

CRM

Job description

Key Account Manager - Automotive Aftermarket

We're keen to speak with experienced Key Account Managers with a strong background in the automotive aftermarket.

This is an opportunity to work for a renowned global manufacturer of aftermarket chemicals, representing a well-known brand in the UK with an established customer base.

You'll be experienced in developing and managing key accounts at HQ level, whilst also supporting the sales process and building relationships through individual branches across Central and Southern England.

Location - Hybrid / Field Based - Central & Southern UK

Flexible location for the right candidate, with ideal bases including the Midlands, Oxfordshire, Buckinghamshire, Thames Valley, East Anglia, Home Counties or Southwest.

Salary - £40,000 - £60,000 Basic + Bonus up to £10,000 + Car Allowance + Enhanced Pension

The Role

Taking responsibility for an established portfolio of customers across Central and Southern England, you'll focus on strengthening existing key accounts, increasing engagement across branch networks and identifying opportunities to grow sales and market share.

Alongside developing existing business, you'll identify and secure new opportunities with automotive aftermarket buying groups, distributors, motor factors and other key customers, building sustainable, long-term commercial relationships.

An important part of the role will also involve taking direct ownership of customer relationships.You'll ensure continuity within existing accounts whilst developing stronger relationships directly with customers and identifying further opportunities for growth.

You'll have the autonomy to manage your territory and customer base, supported by an established international manufacturer and recognised aftermarket brand.

Key Responsibilities

• Manage and develop an established portfolio of automotive aftermarket customers across Central and Southern UK.
• Build strong relationships at head office, purchasing and commercial level, whilst developing engagement throughout customers' branch networks.
• Identify and convert new business opportunities with distributors, motor factors and other aftermarket customers.
• Develop territory and account plans to deliver agreed sales, margin and profitability targets.
• Increase penetration within existing accounts by identifying additional product, branch and commercial opportunities.
• Take ownership of customer relationships transitioning from an agent-supported to a direct account management model.
• Maintain an effective opportunity pipeline and accurate sales forecasts using CRM.
• Conduct regular customer and branch visits across the territory.
• Monitor competitor activity, market developments and customer feedback to identify new opportunities.
• Represent the business at customer meetings, trade shows and relevant automotive aftermarket events.

About You

We're looking for an established field sales professional who understands the UK automotive aftermarket and how business is developed through distributors and motor factors.

You’ll ideally have:

• A minimum of 3 years' successful field sales experience, ideally within the automotive aftermarket.
• Previous experience managing or developing motor factors, distributors, buying groups or similar aftermarket accounts.
• Experience of managing customers at HQ/key account level alongside developing relationships across individual branches.
• Experience with automotive aftermarket chemicals, consumables, car care or associated product categories would be particularly advantageous.
• A proven track record of developing existing accounts and identifying new business opportunities.
• Strong commercial awareness with an understanding of sales, margin and profitability.
• The ability to plan and manage a large geographical territory independently.
• A proactive, resilient and accountable approach, with the confidence to take ownership of customer relationships.
• Strong communication, relationship-building and negotiation skills.
• A willingness to learn and develop with an ambition to grow a long-term career within the organisation.
• A full UK driving licence and willingness to travel regularly throughout Central and Southern England.

The Opportunity

This would suit someone who enjoys the balance of strategic key account management and being commercially active in the field.

You’ll inherit established customer relationships and a recognised product offering, but with genuine scope to put your own stamp on the territory, develop deeper relationships throughout customer organisations and deliver further growth across Central and Southern UK.

If you have a strong understanding of the automotive aftermarket and experience developing business through motor factors, distributors and branch-based customer networks, we’d be keen to hear from you.