Key Account Development Manager – Building Technology

Location: London / South East UK – Hybrid
Contract: Permanent, Full Time

About the Role

We are looking for an experienced Key Account Development Manager to build and develop strategic relationships with major organisations across the UK.

This is a new-business and account-development role, focused on engaging directly with the organisations that own, operate and manage large property portfolios.

You will identify high-value target accounts, establish relationships with senior stakeholders and develop long-term commercial opportunities across areas such as building performance, energy efficiency, sustainability and smart building technology.

This is not a traditional account-management position where you inherit an established portfolio. You will have the opportunity to build a strategic account base from the ground up, develop meaningful relationships and create new revenue opportunities across complex organisations.

What We're Looking For

Essential

• Proven experience in consultative B2B sales, ideally selling into large corporate or public-sector organisations.

• Demonstrable success in opening new accounts and developing senior-level relationships.

• Strong account-planning skills, with the ability to develop structured plans and turn them into measurable commercial outcomes.

• Understanding of the UK construction and building-services environment, including the different stakeholders involved in major projects.

• Confidence engaging with senior decision-makers such as estates, facilities, sustainability, property and asset-management leaders.

• Strong commercial understanding of energy efficiency, carbon reduction, operational savings and return-on-investment arguments.

• Comfortable managing lengthy and complex sales cycles.

• Based within reasonable travelling distance of London and willing to travel across the UK and, where required, Ireland.

Desirable

Experience within one or more of the following areas would be advantageous:

• Building technology or building services

• Lighting systems or controls

• Building management systems

• HVAC or environmental controls

• Energy management

• Smart buildings

• Connected building technology

• IoT solutions

• Sustainability or energy-efficiency solutions

Knowledge of relevant building regulations, sustainability standards and corporate environmental targets would also be beneficial.

Experience developing framework agreements, multi-site contracts or strategic partnerships would be advantageous, as would familiarity with structured sales methodologies.

Key Responsibilities

Develop Strategic Accounts

• Identify and prioritise a portfolio of strategic organisations across the UK.

• Target major property owners, occupiers, landlords, asset managers, public-sector organisations, education providers, healthcare estates and large-scale facilities operators.

• Build relationships with senior stakeholders responsible for property, estates, facilities, sustainability and asset management.

• Develop new opportunities from an initial prospect through to qualified commercial pipeline.

• Maintain accurate and credible opportunity information within the CRM system.

Account Planning

• Create and maintain structured account plans for priority customers.

• Map key stakeholders, decision-makers, organisational structures, property portfolios and future investment requirements.

• Understand customer strategies, estate plans, refurbishment cycles and technology requirements.

• Identify opportunities to increase engagement and expand the relationship across multiple sites or business areas.

• Provide regular updates to sales leadership based on meaningful commercial progress rather than simply activity levels.

Create Demand and Influence Projects

• Generate opportunities by establishing customer demand before individual projects reach the procurement or specification stage.

• Work collaboratively with technical, specification and project-focused sales teams to convert strategic relationships into commercial opportunities.

• Help influence technology and solution requirements at an early stage of the customer decision-making process.

• Maintain senior customer engagement throughout procurement, tendering and implementation.

• Support the wider sales organisation in protecting opportunities where commercial or technical requirements change.

Develop the Commercial Proposition

Engage customers around the wider business benefits of connected building technologies, including:

• Energy efficiency and operational savings

• Carbon reduction and sustainability objectives

• Building performance

• Occupancy and space utilisation

• Maintenance efficiency

• Operational data and reporting

• Regulatory and environmental requirements

• Long-term estate optimisation

Build commercially credible business cases that demonstrate how technology investment can support wider organisational and property objectives.

Recurring Revenue and Existing Estates

• Identify upgrade, refurbishment, retrofit and technology-refresh opportunities across existing customer estates.

• Develop longer-term relationships that extend beyond individual projects.

• Identify opportunities for service, support, maintenance and multi-site agreements.

• Work with internal teams to develop opportunities for recurring and lifecycle revenue.

Market & Customer Insight

• Maintain a strong understanding of customer priorities and market developments.

• Bring feedback from strategic customers into the wider business.

• Identify emerging requirements, competitive developments and changes in customer expectations.

• Help influence future sales propositions and market positioning based on real customer needs.

What Success Looks Like

During the first year, you will be expected to:

• Establish a clearly defined portfolio of strategic target accounts.

• Develop meaningful relationships with senior stakeholders across priority organisations.

• Put structured account plans in place for key opportunities.

• Build a qualified pipeline generated through direct customer engagement.

• Demonstrate measurable influence on new project and specification opportunities.

• Identify opportunities for upgrades, expansion and longer-term customer agreements.

• Deliver revenue and margin contribution against agreed commercial objectives.

Specific targets and KPIs will be agreed as part of the onboarding process.

About You

You are likely to be:

• Self-motivated and entrepreneurial, with the confidence to build something rather than simply manage what already exists.

• Comfortable operating independently while collaborating closely with wider sales and technical teams.

• Commercially driven but consultative in your approach.

• Confident speaking with senior stakeholders and able to translate technical or operational issues into commercial value.

• Highly organised, particularly around account planning, CRM management and forecasting.

• Persistent and comfortable working with long and complex sales cycles.

• A strong relationship builder who understands how to turn an initial conversation into a long-term strategic relationship.

The Opportunity

This is an opportunity to join an established technology business at a point where there is significant scope to develop new strategic customer relationships and expand its presence within major UK organisations.

The role combines new business development, strategic account management and consultative selling, with the freedom to shape your own target market and build relationships at senior level.

A competitive salary and benefits package is offered, alongside a supportive and collaborative working environment with opportunities for professional development and progression.