THE ROLE
The Key Account Manager owns all studio group accounts with 5 or more sites. The trigger for an account moving to KAM is scale — a studio group operating 5 or more sites is a key account regardless of order volume.
This is a relationship-first, strategy-led role. You negotiate and maintain supplier deals with high-value accounts, support the Core Sales Manager on complex deals approaching your discount ceiling, and identify KAM candidates as the Core Sales Manager account base grows.
WHAT YOU’LL OWN
Key Account Relationships
- Own all studio group accounts with 5 or more sites — relationship, pipeline, repeat orders
- Negotiate and maintain pre-agreed supplier deals for high-value accounts
- Annual business planning with major accounts — volume targets, new site pipeline, product roadmap
- Regular QBRs with key accounts to track performance and deepen the relationship
WHAT WE’RE LOOKING FOR
- Proven key account or enterprise sales experience — ideally in fitness, wellness, hospitality, or premium commercial
- Strong relationship builder at senior level — you work with studio group directors and procurement leads, not just studio managers
- Experienced negotiator: supplier deals, volume agreements, multi-site pricing structures
- Comfortable holding a broad account base and a complex pipeline simultaneously
- CRM-disciplined: HubSpot or equivalent. You document everything.
- Commercial and strategic: you’re thinking about account growth and lifetime value, not just the next order
HOW THE ROLE EVOLVES
This is a UK role. As the UK market matures and the account base grows, the KAM role grows in scope and seniority with it. The right person builds a strong UK key account function and has a clear path to a more senior commercial seat as the business scales.
…