Key Account Manager - Service & Maintenance

Power Up Your Career with Makita USA!!!

Job Summary:

The Key Account Manager is responsible for owning and growing a strategically significant regional account with substantial sales volume, market influence, and long-term growth potential. This role serves as Makita’s primary business leader and strategic partner for the assigned account, driving alignment, execution, and sustainable growth across all levels of the organization. Unlike a traditional territory role, the Key Account Manager operates with deep account focus rather than broad geographic coverage, emphasizing strategic planning, executive-level engagement, and coordinated execution across multiple locations, stakeholders, and internal teams. Success in this role requires strong commercial acumen, executive presence, and the ability to influence outcomes in complex, multi-stakeholder environments.

Essential Job Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory standards. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Account Strategy & Ownership

• Own the overall account strategy, growth plan, and execution roadmap for the assigned key account
• Develop and maintain a comprehensive account business plan aligned with Makita’s regional and national objectives
• Identify expansion opportunities across locations, product categories, and user segments
• Forecast sales, manage pipeline activity, and drive predictable, profitable growth

Executive & Stakeholder Engagement

• Build and maintain senior-level relationships within the accounts, including executive, operations, merchandising, procurement, and field leadership
• Serve as Makita’s primary escalation points for account-level issues and strategic discussions
• Influence account decision-makers on product adoption, standardization, and long-term partnership initiatives

Sales Execution & Growth

• Drive achievement of revenue, margin, and market-share objectives within the account
• Lead product launches, promotions, and strategic initiatives tailored to the account’s structure and priorities
• Support specification, conversion, and pull-through activity across account locations
• Ensure disciplined pricing, program execution, and agreement compliance

Cross-Functional Leadership

• Coordinate internal resources, including marketing, product management, operations, training, and service, to support account objectives
• Act as the internal voice of the account, translating customer needs into actionable insights
• Align regional and field sales teams to support consistent account execution

Field & Partner Collaboration

• Partner with Territory Sales Managers and channel partners supporting the account
• Provide guidance and influence without direct authority to ensure aligned execution
• Participate in key jobsite visits, regional meetings, and account events

Reporting & Governance

• Provide regular business reviews, forecasts, and strategic updates to the Regional Vice President
• Track performance against account KPIs and strategic initiatives
• Ensure compliance with company policies, safety standards, and ethical guidelines

Skills Required:

• Strategic Account Management – Ability to develop and execute long-term account growth strategies
• Executive-Level Relationship Management – Comfort engaging senior leaders and influencing complex organizations
• Business & Financial Acumen – Strong understanding of revenue drivers, margins, pricing, and forecast management
• Cross-Functional Leadership – Ability to align internal teams and resources without direct authority
• Complex Problem Solving – Ability to manage escalations, resolve conflicts, and navigate competing priorities
• Sales Execution Excellence – Proven ability to drive results within large, multi-location accounts
• Communication & Presentation Skills – Strong ability to present business plans, performance reviews, and strategic recommendations
• Industry & Product Expertise – Deep understanding of industrial power tools, battery platforms, and jobsite applications
• Ownership Mindset – Accountability for account performance, relationships, and long-term success

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Supervisory Responsibility:

This position does not have supervisory responsibilities.

Work Environment:

This is a field-based strategic sales role operating from a home office. The Key Account Manager spends significant time engaging with account leadership, visiting key locations, attending regional meetings, and supporting execution across the account’s footprint. Work environments include customer offices, distributor facilities, retai…