Key Account Manager A&D

Shape & Create - And make it happen!

The Villeroy & Boch Group with its Ideal Standard brand is one of the world's leading manufacturers in the ceramics and lifestyle sector. With our innovative and stylish products from the Dining & Lifestyle and Bath & Wellness segments, we have been creating moments and rooms to feel good in since 1748. Our success is based on the passion, design expertise and innovative strength of our more than 13,000 employees in 42 countries.

Want to become part of us? #shapeandcreate

Job Overview:

• Develop and maintain strong relationships with architects, designers, and key stakeholders within the A&D community, to promote the brand and build the project pipeline.
• Drive brand awareness and pipeline growth by targeting key A&D accounts, building new relationships, whilst nurturing and expanding existing relationships.
• Support A&D account and project growth by delivering company/product presentations, showroom tours, design meetings, and technical consultations. Frequent client engagement such as showroom events, client evenings and awards ceremonies.
• Act as a trusted advisor, understanding client needs and providing tailored product solutions that align with design specifications and project requirements.
• Take ownership of project specifications and ensure timely follow-up throughout the design process.
• Manage and support the full sales cycle from initial specification to project completion as ownership shifts to other internal stakeholders, maintaining a high level of professionalism and accountability.
• Contribute to the overall team culture, driving a collaborative, results-oriented environment while embodying company values and promoting a positive working atmosphere.
• This role represents an exciting opportunity to be a key part of a dynamic and growing team, where your expertise and drive will directly contribute to the growth and success of the business.

Responsibilities, Accountabilities and Duties:

• Accountable for meeting and exceeding monthly, quarterly and annual targets.

• Demonstrate measurable growth in market share and project pipeline.

• Provide accurate and timely sales forecasts.

• Use of Salesforce CRM system to track project pipeline, account engagement and activity.

• Conduct sales presentations in client and project meetings.

• Continuously expand industry and product knowledge.

• Represent the company at trade shows, exhibitions and other industry events.

• Identify and target new A&D accounts.

• Build and maintain strong relationships.

• Develop and execute strategic account plans.

• Provide expert advice and technical support.

• Monitor industry trends, competitor activities, and market demands.

Experience / Knowledge:

Essential

• Industry Experience: At least 3-5 years of experience in sales, account management, or business development within the architecture, design, or construction sectors, with a focus on interior products for commercial projects.
• A&D Market Knowledge: Strong understanding of the architecture and design, specification route to market, including current trends, challenges, and project requirements, particularly within commercial spaces (e.g., hospitality, workplace, education, healthcare, high-rise residential etc.).
• Sales Experience: Proven track record in B2B sales, with a focus on building relationships, driving product specifications, and managing complex sales cycles in the A&D route to market. In addition, has been accountable for a sales target and has successfully delivered against this.
• Product Knowledge: Familiarity with interior products, including technical specifications, sustainability, and design considerations specific to commercial projects.
• Account Management: Demonstrated ability to manage and grow key accounts, building long-term relationships and maintaining high customer satisfaction through exceptional service and tailored solutions.
• Collaboration & Teamwork: Experience working in cross-functional teams, collaborating with internal teams (sales, design, product development, marketing) to deliver project success and ensure customer needs are met.
• Presentation & Communication Skills: Excellent verbal and written communication skills, with experience in presenting to clients, leading technical product discussions, and delivering presentations to project decision-makers.

Preferential

• International Experience: Knowledge of global trends and an understanding of international markets, particularly in relation to interior design and products in commercial sectors.
• Sustainability Knowledge: Experience with sustainable design practices, knowledge of EPDs and green building standards (e.g., LEED, BREEAM, WELL).

Skills:

• Strong knowledge of the architecture and design industry and specification process, with a focus on largescale commercial projects.
• Excellent communication and relationship-building skills, with the ability to influence key decision-makers in the A&D community.
• A proactive, self-motivated individual with a passion for driving sales and delivering exceptional customer experiences.
• A team player with the ability to work collaboratively, offering support and insight to fellow team members.
• Strong organisational skills with the ability to manage multiple projects and client accounts simultaneously.

• Performance Measures:
  • Sales Targets: UK & Global Projects
  • Pipeline Growth: New specifications created with targeted key accounts
  • Key Account Management: Developing relationships through face-to-face and digital meetings
  • Showroom Footfall: Driving showroom footfall growth of key A&D accounts
• Base of assessments are reviewed through CRM data (Salesforce) Location: Hybrid (Attendance at our Clerkenwell showroom, London, minimum 2 times per week) Travel Requirements: Frequent travel required to our London showroom, client meetings and internal meetings.Predominantly across London with occasional UK-wide travel.

Think outside the box with us! #shapeandcreate