Key Account Manager

Location: Milan and surrounding areas, Italy | James Walker

Are you a technically minded sales professional who enjoys building customer relationships, opening new markets, and turning business opportunities into long-term success?

At James Walker, we engineer high-performance sealing solutions for demanding applications across a range of industrial sectors. Our products support customers operating in complex environments where reliability, technical expertise, and quality matter.

We're looking for a Key Account Manager to strengthen our presence in Northern Italy . This is an opportunity for a commercially driven professional who combines technical understanding with a proactive business development mindset — someone who enjoys winning new customers while continuing to develop existing relationships.

What You'll Do – Your Mission
As a Key Account Manager, you'll drive profitable growth across your assigned territory, with a focus on the Milan area and customers within approximately two hours' driving distance. You'll identify new business opportunities, re-engage inactive or lost customers, develop prospects into long-term partners, and grow sales within existing accounts.

You'll join a small, flat-structured local sales office of approximately 10 people, with no local manufacturing, as part of an international manufacturing and sales organisation. This role offers autonomy, direct customer engagement, and the opportunity to combine technical problem-solving with strategic selling.

Your key responsibilities include:

Build and maintain long-term relationships with customers, decision-makers, and key stakeholders across your territory.

Identify, approach, and develop new business opportunities, converting prospects into loyal customers and expanding into new or previously inactive sectors.

Re-engage dormant or lost customers and identify opportunities to increase business within existing accounts.

Understand customer applications, technical requirements, and operational challenges to recommend suitable products and sealing solutions.

Promote the full range of company products and services, maximising opportunities through cross-selling, range-selling, and value-based selling.

Develop and manage a strong sales pipeline, using company tools

Prepare and monitor sales budgets, forecasts, and KPIs, taking ownership of agreed sales and profitability targets.

Monitor customer needs, market developments, and competitor activity to identify opportunities for growth.

Work closely with internal sales, technical colleagues, and other stakeholders to develop effective customer solutions.

Provide excellent customer service, prepare proposals and presentations, and support customers throughout the sales process.

Represent James Walker at customer meetings, industry events, and other networking opportunities such as assistance to fitting on site.

Plan and manage customer visits across the territory, typically travelling two to three days per week.

Build and maintain good relationships within local James Walker team, including visits to local office on regular basis.

What You Bring

At least 5 years of proven business development success , including converting prospects into loyal customers, developing new or inactive sectors, and growing existing accounts.

Experience in the B2B manufacturing industry , ideally within the valves industry.

Strong understanding of customer and market dynamics in several of the following sectors:

Bio-pharma

Chemical & Petrochemical

Defence

Marine Transportation or Marine Propulsion

Metallurgical

Oil & Gas

Valves and Pumps

A technical background and genuine interest in understanding technical products, applications, and customer challenges.

A structured, proactive, and commercially minded approach to business development.

Strong relationship-building, presentation, negotiation, and influencing skills.

A customer-focused mindset, with the ability to balance new business development and the growth of existing accounts.

Excellent problem-solving skills and the ability to work independently and manage priorities effectively.

Proficiency in Microsoft tools, including Excel and PowerPoint, and confidence using digital tools