Manager, Key Accounts

Komatsu; Tucson (AZ); On-site; USD 120,000 - 160,000; Full time

Job summary

Komatsu Mining Technology Solutions in Tucson, AZ seeks a Manager, Key Account Management to lead the regional KAM team and govern the account management framework. You will drive retention, renewal, and expansion through value-driven strategies and cross-functional collaboration with Product Management, Support, Services, Engineering, Finance, Legal, and distributors.

The ideal candidate has 8+ years in mining or related commercial roles, strong negotiation and executive presence, and proven

Qualifications

• Bachelor's degree in Business Administration, Engineering, Mining, Technology, or related field.
• 8+ years of experience in mining, mining technology, or related commercial roles.
• 3+ years of experience leading commercial or customer-facing teams.
• Proven experience managing complex, high-value strategic customer accounts and executive-level relationships.
• Experience leading account planning, engagement strategy, renewals, opportunity management, sales forecasting, and CRM/Salesforce compliance.
• Strong commercial acumen, negotiation, presentation, and written communication; executive presence.
• Ability to travel domestically and internationally up to 50%.
• Experience coordinating with multiple internal stakeholders to deliver value-driven solutions.

Responsibilities

• Leads and develops a team of Key Account Managers and Senior Key Account Managers with clear performance expectations.
• Owns the regional strategic account management framework including segmentation, plans, and executive engagement.
• Drives retention, renewals, expansion, and solution adoption across the client portfolio with value-driven sales strategies.
• Provides governance over forecast accuracy, CRM/Salesforce compliance, opportunity management, and renewal pipeline.
• Acts as escalation point and senior advocate, coordinating with Product Management, Support, Services, Engineering, Finance, Legal, and distributors to resolve issues and protect satisfaction.
• Leads commercial and contract management activities including Customer Care Agreements, SaaS and support contracts, renewals, pricing coordination, and revenue collection.

Skills

Team leadership

Strategic account management

CRM/Salesforce

Negotiation

Executive presence

Cross-functional collaboration

Education

Bachelor's degree

Tools

Salesforce

Job description

Shape the Future of Mining with Komatsu Mining Technology Solutions: At Komatsu Mining Technology Solutions, we're not just talking about progress and innovation - we're making it happen. Our cutting-edge Modular brand solutions are powering mines worldwide, driving efficiency and sustainability in ways thatseemed impossible just years ago.

Job Overview

The Manager, Key Account Management, is responsible for leading the regional key account management team and the operating model used to retain, grow, and protect strategic customer relationships. This role develops account management discipline, coaching, and governance that enable Key Account Managers and Senior Key Account Managers to become trusted advisors, improve customer satisfaction, increase solution adoption, and drive predictable recurring and expansion revenue. The position serves as a senior customer advocate and internal connector across Modular Mining Systems, Komatsu Mining Technology Solutions, Komatsu distributors, Product Management, Support, Services, Engineering, Finance, and regional leadership to deliver the One Komatsu approach and value-driven technology solutions to mining customers.

Key Job Responsibilities

• Leads, coaches, and develops a team of Key Account Managers and Senior Key Account Managers; establishes performance expectations, account coverage discipline, call planning expectations, and professional development plans.
• Owns the strategic account management framework for the region, including account segmentation, account plan quality, executive engagement, customer health, customer satisfaction, and regular account review cadence.
• Drives retention, renewals, account expansion, and solution adoption across the assigned customer portfolio by ensuring the team identifies customer business challenges and develops value-driven sales strategies and proposals.
• Provides governance over forecast accuracy, CRM/Salesforce compliance, opportunity management, renewal pipeline, account reporting, and customer engagement activity to support predictable revenue performance and timely leadership visibility.
• Serves as an escalation point and senior customer advocate for critical account issues, coordinating with Product Management, Support, Services, Engineering, Finance, Legal, Komatsu distributors, and regional/global leadership to resolve issues and protect customer satisfaction.
• Leads commercial and contract management activities for the assigned account portfolio, including Customer Care Agreement, SaaS and support contract adherence, renewal strategy, pricing coordination, contract risk identification, and revenue collection support.

Qualifications/Requirements

• Bachelor's degree in Business Administration, Engineering, Mining, Technology, or related field, or equivalent combination of education and relevant sales, customer success, or account management experience.
• Minimum of eight (8) years of experience in mining, mining technology, industrial technology, account management, customer success, or related commercial roles.
• Minimum of three (3) years of experience leading, coaching, mentoring, or directly managing commercial or customer-facing team members.
• Proven experience managing complex, high-value strategic customer accounts and executive-level stakeholder relationships.
• Demonstrated ability to lead account planning, customer engagement strategy, contract renewals, opportunity management, sales forecasting, and CRM/Salesforce compliance.
• Strong commercial acumen, negotiation capability, presentation skills, written communication, and executive presence.
• Ability to influence across a matrixed organization and collaborate with Product Management, Support, Services, Engineering, Finance, Legal, Komatsu distributors, and leadership teams.
• Strong problem-solving, risk management, prioritization, and decision-making skills in high-pressure customer situations.
• Ability to travel domestically and internationally up to 50% of the time, including travel to remote mining locations.
• Valid driver's license and ability to obtain required travel documentation, including passport.

Additional Information

Preferred Skills

• Experience applying value-based selling methodologies.
• Experience managing recurring revenue, support contracts, Customer Care Agreements, Service Level Agreements, renewals, and account expansion strategies.
• Knowledge of mining technology products and services, including fleet management, mine operations software, maintenance systems, machine guidance, reporting/analytics, and autonomy-enabling technologies.
• Experience using CRM platforms, preferably Salesforce, to manage pipeline, forecasts, account plans, customer contacts, and sales governance.
• Experience working with global business units, OEM organizations, dealer/distributor networks, and cross-regional customer teams.
• Bilingual proficiency in Spanish or French preferred.

Diversity & Inclusion Commitment

At Komatsu we come from diverse backgrounds, with unique perspectives, experiences, and contributions.We are committed to creating a workforce that is reflective of the communities we work and live in. We believe that our people are part of our shared purpose.We are authentic, ambitious, and innovative in our pursuit of Diversity & Inclusion.United, we are on a journey towards a sustainable future that creates value together.

If you want to learn more about Komatsu, please visit our website at https://www.komatsu.com/.

Company Information

Komatsu is a world leader in manufacturing construction, mining, forestry, and industrial heavy equipment.Founded in 1921, Komatsu has a long history of quality, reliability, innovation, and excellence.Headquartered in Tokyo, Japan, Komatsu facilities, distributors and dealers are in more than 140 countries and employ more than 60,000 people.Komatsu offers a diverse and challenging work environment, where you can grow your skills and career, and contribute to a sustainable, clean-energy future.If you are looking for a company that values your talent and potential, be a part of something big and join a team that is shaping the world!

EEO Statement

Komatsu is an Equal Opportunity Workplace and an affirmative action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.