Sales Team & Key Accounts Manager

The RA-Lock Group provides mechanical and electronic locking solutions, access control products, door hardware, and key management systems. The Sales Team & Key Accounts Manager will lead and develop the sales team while managing strategic customer accounts, driving cross-selling and revenue growth, and standardizing sales processes.

Responsibilities:

• Lead, coach, and develop a high-performing sales team, establishing clear goals, expectations, and accountability
• Conduct regular performance evaluations, pipeline reviews, and individual coaching sessions
• Monitor sales performance, identify improvement opportunities, and implement strategies to achieve revenue and profitability targets
• Foster collaboration across product and industry specialties while promoting a customer-focused sales culture
• Personally manage and grow a portfolio of strategic customer accounts, building relationships with key decision-makers and executive stakeholders
• Develop and execute account growth strategies focused on revenue, profitability, retention, and product expansion
• Implement structured account management processes, including account segmentation, development plans, and performance monitoring
• Lead customer negotiations, business reviews, and strategic account expansion initiatives
• Develop and implement company-wide cross-selling strategies to maximize revenue and product penetration
• Identify opportunities to introduce additional products and solutions to existing customers
• Coordinate collaboration between sales representatives and product specialists to deliver comprehensive solutions
• Establish measurable cross-selling goals and track performance through Salesforce
• Establish consistent opportunity management, quotation follow-up, and closing procedures
• Conduct regular pipeline reviews to ensure opportunities progress efficiently through the sales cycle
• Coach sales representatives on negotiation, objection handling, and closing techniques
• Monitor conversion rates, sales activity, and pipeline accuracy while holding team members accountable for results
• Develop and maintain structured technical and commercial sales training programs
• Identify skill gaps and establish foundational product knowledge expectations across the sales team
• Coordinate training initiatives with manufacturers, internal specialists, and engineering resources
• Provide ongoing coaching in customer discovery, cross-selling, account development, and technical product applications
• Develop, implement, and enforce standardized sales procedures to improve efficiency, consistency, and accountability
• Establish best practices for lead qualification, quoting, opportunity management, customer follow-up, and account development
• Set Salesforce documentation and reporting requirements to improve pipeline visibility and forecasting accuracy
• Continuously evaluate and improve sales processes based on performance data and business objectives

Requirements:

• 7+ years of B2B sales experience in industrial distribution, manufacturing, security hardware, access control, or a related technical industry
• 3+ years of direct sales team management experience, including coaching and performance accountability
• Proven success managing and growing significant B2B customer accounts
• Demonstrated experience leading sales teams, improving sales performance, and driving revenue growth
• Strong background in cross-selling, account management, pipeline development, negotiation, and closing
• Technical aptitude for mechanical, electronic, or electromechanical products
• Experience developing sales processes, training programs, and performance management strategies
• Proficiency with Salesforce or a comparable CRM platform
• Strong leadership, analytical, organizational, and communication skills
• Ability to balance strategic sales leadership with hands-on key account management
• Experience with locks, electronic locking systems, access control, security hardware, or key management solutions
• Experience serving OEM, industrial, commercial, or institutional customers
• Experience leading sales teams across multiple product categories or industry specialties
• Experience developing structured account management programs and sales standard operating procedures
• Experience managing high-value customer relationships involving multiple stakeholders
• Background working in a growing, entrepreneurial, or privately held organization