Key Account Manager - Strategic Accounts

Key Account Manager – Strategic Accounts

Location: Westminster/Hybrid

Salary: Competitive - plus commission

Hours: Full-Time - 36.25 per week

Thomas Telford is the knowledge business of the Institution of Civil Engineers (ICE), creating specialist products and services for the civil engineering and construction markets. These include the bestselling NEC® suite of contracts and guides. We also provide a recruitment service with the ICE Recruit job board and technical training and accreditation for ICE members and those in the wider construction sector.

The Role:

We are looking for a Key Account Manager - Strategic Accounts to drive strategic growth, client value and long-term partnership development across a defined territory and portfolio of NEC’s largest and most established clients.

The Key Account Manager will take ownership of building influential relationships at multiple levels within each client account, positioning NEC as a strategic, consultative partner, identifying new opportunities for collaboration by leading value-focused conversations that align NEC solutions with client priorities and business objectives.

Key Responsibilities:

Commercial Growth & Account Development

• Manage a portfolio of strategic, high-value client accounts.
• Deliver revenue, retention, growth and adoption targets.
• Identify and secure opportunities for cross-selling, upselling and account expansion.
• Drive renewals and develop multi-year, enterprise-level opportunities.
• Balance short-term commercial delivery with long-term account growth.

Strategic Relationship Management

• Develop and execute comprehensive account plans.
• Build and maintain trusted relationships with senior decision-makers and key stakeholders.
• Increase NEC’s engagement across multiple business areas and programmes within client organisations.
• Position NEC as a strategic partner that delivers measurable value.

Solution Selling

• Develop a deep understanding of client challenges and objectives.
• Match client needs to NEC’s portfolio of digital solutions, consultancy, training and contract services.
• Lead consultative, outcome-focused conversations with stakeholders.
• Identify emerging opportunities and market trends within assigned accounts.

Client Success & Retention

• Ensure clients maximise value from NEC products and services.
• Proactively identify and mitigate risks to retention and renewal.
• Collaborate with Customer Success and delivery teams to enhance client satisfaction.
• Support long-term partnership growth through successful client outcomes.

Pipeline & Stakeholder Leadership

• Maintain an accurate sales pipeline and forecast.
• Coordinate internal teams around key account priorities and opportunities.
• Provide client insights to support future products, services and strategic initiatives.

About You:

We are looking for someone who combines commercial expertise with outstanding relationship-building skills.

You will ideally have:

• Proven success managing and growing complex, high-value B2B accounts.
• Experience developing strategic account plans that deliver measurable commercial results.
• Strong consultative and solution-selling capabilities.
• The ability to build credibility and influence with senior stakeholders.
• Experience selling service-led solutions such as digital products, consultancy, training, subscriptions or professional services.
• Strong commercial acumen with experience managing pipelines, forecasts and renewal strategies.
• Excellent stakeholder management skills and the ability to coordinate multiple internal and external partners.
• A proactive, resilient and customer-focused approach.

ICE Group Benefits:

• 25 days annual leave plus Bank Holidays
• Shutdown over Christmas period
• Annual £100 allowance towards your well-being
• Discounted hot food from on-site Café bar.
• Up to eight per cent of salary contributed to a personal pension scheme.
• 24-hour employee support line
• Death in service benefit equivalent to one year’s salary
• Interest free season ticket loan
• Cycle to work scheme.
• Big Gym membership savings with the Gymflex scheme
• Your Rewards discount scheme

ICE Group is an equal opportunities employer and are committed to ensuring an inclusive recruitment process. We welcome applications from disabled candidates and will provide reasonable adjustments throughout the recruitment process. If you need support or a…