Key Account Manager (West Region)

Trescal Inc; Palo Alto (CA); On-site; USD 110,000 - 150,000; Full time

Job summary

Trescal Inc. in Palo Alto, CA, is seeking a results-oriented Key Account Manager (KAM) to preserve and grow strategic relationships across a defined portfolio of clients.

You will lead cross-functional teams, navigate regulatory environments (ISO 17025, GMP, FDA, AS9100), and drive service expansions, multi-site agreements, and renewals.

Travel to client sites is expected; strong communication, negotiation, and CRM skills are essential, with a focus on value delivery and long-term partnerships.

Qualifications

• Bachelor’s degree in Business, Engineering, or related field.
• 3+ years of experience in key account management or customer success.
• Experience with Life Sciences, Aerospace, or regulated environments preferred.
• Strong knowledge of service-based selling and contract management.
• Excellent communication, negotiation, and relationship management skills.
• Willingness to travel periodically within the assigned region.

Responsibilities

• Own and manage a defined portfolio of existing key accounts, acting as the primary commercial and relationship lead.
• Build trusted relationships with stakeholders across quality, engineering, operations, and procurement.
• Identify opportunities to grow revenue through service expansion, additional sites, and renewals.
• Lead pricing discussions, renewals, and upsell initiatives while protecting margin.
• Develop account plans, conduct business reviews, and align services to regulatory requirements.
• Coordinate contract implementations and monitor service performance.

Skills

Communication

Negotiation

Relationship management

Cross-functional collaboration

Education

Bachelor’s degree in Business/Engineering

Tools

CRM platforms

Microsoft Office

Job description

Description

As the world leader in calibration services, Trescal delivers precision measurement solutions across every major industry, geography, and instrument type. Our network of technical experts and accredited laboratories ensures the highest standards of quality, compliance, and performance.

The Key Account Manager (KAM) is responsible for maintaining, strengthening, and expanding existing customer relationships within an assigned portfolio of strategic accounts. This role focuses on account retention, organic growth, and long-term partnership development, ensuring customers receive consistent value, high service levels, and solutions aligned with their operational and regulatory requirements.

The Key Account Manager serves as the primary point of contact for assigned clients, working cross-functionally to identify opportunities for expanded services, improved coverage, and multi-site or multi-service agreements—particularly within regulated environments such as Life Sciences, Pharmaceuticals, Aerospace, and Electronics Manufacturing.

Responsibilities:

Account Management & Retention

• Own and manage a defined portfolio of existing key accounts, acting as the primary commercial and relationship lead.
• Build trusted relationships with customer stakeholders across quality, engineering, operations, and procurement.
• Ensure contract compliance, customer satisfaction, and long-term retention through proactive engagement.

Growth & Expansion

• Identify opportunities to grow revenue within existing accounts through service expansion, additional sites, bundled solutions, and contract renewals.
• Promote calibration, on-site services, asset management, validation, and other value-added offerings aligned to customer needs.
• Lead pricing discussions, renewals, and upsell initiatives while protecting margin and profitability.

Customer Strategy & Planning

• Develop and execute account plans for each key customer, including growth objectives, service coverage, and stakeholder mapping.
• Conduct regular business reviews to assess performance, identify improvement areas, and align on future opportunities.
• Understand customer regulatory environments (e.g., ISO 17025, GMP, GxP, FDA, AS9100) and align services accordingly.

Operational & Cross-Functional Coordination

• Serve as the liaison between customers and internal teams, including operations, quality, scheduling, and finance.
• Coordinate contract implementations, service changes, and issue resolution to ensure a seamless customer experience.
• Monitor service performance and proactively address risks related to service delivery or compliance.

Reporting & CRM Management

• Maintain accurate and up-to-date account information, opportunities, and forecasts within the CRM system.
• Provide regular updates and performance reports to sales leadership.

Requirements

• Bachelor’s degree in Business, Engineering, or a related field; equivalent experience will be considered.
• 3+ years of experience in key account management, account retention, or customer success, preferably within technical or regulated industries.
• Experience supporting Life Sciences, Aerospace, or other compliance-driven environments strongly preferred.
• Strong understanding of service-based selling and long-term contract management.
• Excellent communication, negotiation, and relationship management skills.
• Proven ability to collaborate cross-functionally and manage multiple priorities.
• Proficiency with CRM platforms and Microsoft Office (Word, Excel, PowerPoint).
• Willingness to travel periodically within the assigned region.

Benefits:

At Trescal, we believe our people are the cornerstone of our success. We offer comprehensive health benefits, paid time off, a 401(k) plan, professional development opportunities, and a collaborative, growth-oriented environment.

Trescal is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.