Key Account Manager

Primary Role The Key Account Manager is responsible for developing and managing strategic relationships with large, high-value customers.

This role focuses on securing multi-location and enterprise-level rental partnerships while collaborating closely with local Rental Account Managers (RAMs) and General Managers (GMs) to ensure consistent service delivery, pricing alignment, and account growth across territories.

This work location can be set to work out of Ocala, Tallahassee OR the Gainesville, FL office.

The KAM serves as the strategic bridge between national/regional customer relationships and local branch execution, driving revenue growth, customer retention, and long-term account value.

Key Responsibilities Strategic Account Development Identify, target, and secure partnerships with large regional and national accounts.Manage 3-5 targeted strategic customers per market as identified by leadership.Retain all existing customers with rental spend = $100,000/year.Grow specific RAM accounts from $50,000/year to $100,000+ Develop account-specific strategies to expand share-of-wallet and multi-branch penetration.Negotiate enterprise-level rental agreements, rate structures, and service commitments.Collaborate with executive leadership to design tailored programs that meet customer needs and Rent Pro standards.Track and manage account performance to ensure profitability and contract compliance.

Collaboration with Branch & Sales Teams Partner with local RAMs and GMs to ensure consistent execution and customer satisfaction.Serve as the primary point of contact for strategic accounts while empowering local teams to manage daily operations.Communicate account expectations, special pricing, and service requirements to branches.Support RAMs in sales pursuits within key accounts and joint customer meetings.Provide coaching to RAMs on large-account management best practices.Support AR management by partnering with local GMs and RAMs to ensure all outstanding account balances are collected and in good standing.

Customer Relationship Management Build relationships with decision-makers, procurement leaders, and field contacts.Conduct quarterly business reviews (QBRs) with major accounts.Execute a Weekly KAM Report summarizing: Scheduled meetings & activitiesCustomer issues & escalationsUpcoming opportunities & gaps Participate in a Monthly Business Review with the VP of Sales/President to evaluate month-over-month revenue trends for each strategic account.Resolve escalated service issues in coordination with branches and operations leadership.Maintain a high Net Promoter Score (NPS) within assigned accounts.

Revenue Growth & Performance Tracking Drive total account revenue across rental, trucking, used equipment sales, and RPO programs.Identify and close gaps in spend potential within enterprise accounts.Monitor account-level revenue, profitability, and retention metrics using CRM/BI tools.Collaborate with Finance and Operations to ensure billing accuracy ...