Key Account Manager

Key Account Manager — Direct CustomersGermany / DACH Modern-Expo GmbH | Berlin / Remote Modern Expo is an international manufacturer and supplier of equipment and integrated solutions for retail, logistics and commercial spaces. We are expanding our business in Germany and across the DACH region and are looking for a Key Account Manager who will be responsible for working with Modern Expo’s direct customers — large retail companies and other strategic B2B clients. This role is for someone who can not only build and maintain long-term relationships with existing customers, but also identify new potential clients, win new accounts and develop them into sustainable business relationships. The main objective of the role is to grow Modern Expo’s business with direct customers through a combination of new customer acquisition, account development and strategic key account management.

Key Responsibilities
1. New Direct Customer Acquisition
• Identify and acquire new direct B2B customers in Germany and across the DACH region.
• Approach retail chains, FMCG companies, logistics operators and other potential direct customers.
• Identify relevant companies and key decision makers within target accounts.
• Conduct proactive outreach, networking and professional relationship building.
• Lead initial meetings, present Modern Expo and assess the potential for cooperation.
• Develop new customers from first contact through the first project and into long-term cooperation.
• Manage the full B2B sales cycle — from initial contact and qualification to proposal, negotiation and contract signing. 2. Key Account Management and Development
• Manage a portfolio of Modern Expo’s direct B2B customers.
• Build long-term, strategic relationships with key customers.
• Maintain regular communication with decision makers and stakeholders from Purchasing, Operations, Store Development and other relevant functions.
• Develop a deep understanding of each customer’s business, growth plans and needs.
• Position Modern Expo as a long-term strategic partner.
• Develop new customers after the first project and grow them into strategic key accounts. 3. Business Development Within Existing Accounts
• Identify new business opportunities within existing customer accounts.
• Increase revenue and share of wallet across key accounts.
• Drive cross-selling and upselling of Modern Expo solutions.
• Identify new projects, store formats, product categories and business areas where Modern Expo can provide additional solutions.
• Expand cooperation across different regions, business units or formats.
• Build relationships with additional stakeholders within the customer organization. 4. Commercial Management and Negotiations
• Prepare and present commercial proposals.
• Negotiate pricing, volumes, commercial terms and conditions.
• Participate in tenders and requests for proposals from both prospective and existing customers.
• Coordinate contracts together with Legal, Finance and other internal teams.
• Conduct negotiations with decision makers at Director and Top Management level.
• Close new deals and ensure implementation of agreed commercial terms. 5. Customer Project Coordination
• Coordinate communication between customers and Modern Expo’s internal teams.
• Work closely with Project Management, Product Development, Production, Logistics, Finance and other functions.
• Translate customer requirements into clear internal tasks and ensure proper understanding across teams.
• Support customers throughout the key stages of project implementation.
• Monitor agreed timelines, product requirements and service commitments.
• Handle complex customer situations and escalations. 6. Strategic Account Planning
• Create and maintain an Account Development Plan for key customers.
• Analyze the potential of both existing and new accounts.
• Understand customer decision-making structures and build relationships with relevant stakeholders.
• Analyze competitors within each account.
• Plan next steps and long-term account development.
• Identify customers with the highest potential for further business growth. 7. CRM, Forecasting and Performance
• Maintain systematic and accurate CRM activity.
• Keep customer, lead, project and opportunity information up to date.
• Prepare sales forecasts for assigned accounts.
• Manage the sales pipeline and track next steps.
• Achieve agreed revenue targets and KPIs.
• Provide regular reporting on new customers, existing key accounts and business opportunities. What We Are Looking For
• Experience in Key Account Management, B2B Sales or Strategic Account Management.
• Experience working with large direct B2B customers.
• Proven experience in new customer acquisition and opening new accounts.
• Experience developing existing accounts and increasing revenue.
• Strong understanding of the full B2B sales cycle.
• Strong negotiation and communication skills.
• Experience working with decision makers and senior stakeholders.
• Ability to build long-term and trusted customer relationships.
• Ability to understand customer business needs and propose relevant solutions.
• Ability to work with technical and/or complex products and solutions.
• Strong coordination and stakeholder management skills.
• Experience in retail, FMCG, shopfitting, store equipment, logistics or related industries will be a strong advantage.
• Willingness to regularly meet customers and travel within the DACH region.
• German — B2 or higher.
• English — B2 or higher.
• Ukrainian — an advantage. What Success Looks LikeThe main objective of this position is to win new direct customers, develop existing key accounts and sustainably increase Modern Expo’s revenue across the DACH region. Key performance indicators include:
• Number of qualified new direct customer opportunities;
• Number of new customers acquired;
• Revenue generated from new customers;
• Revenue across assigned key accounts;
• Growth within existing accounts;
• Number of new opportunities within current accounts;
• Cross-sell and upsell;
• Retention of key customers;
• Conversion of opportunities into real projects;
• Quality and development of relationships with key decision makers;
• Accuracy of sales forecasting.

What We Offer
• Permanent employment.
• 24 days of paid annual leave, sick leave and coverage of business travel expenses.
• Attractive compensation with a performance-based bonus scheme.
• Modern work equipment, required software licences and mobile communication.
• Professional and personal development opportunities.
• Flexible working format: Berlin office or remote work.
• The opportunity to work directly with large European retail customers.
• A role in an international company with its own production facilities and a comprehensive portfolio of solutions.