Key Account Manager (West Region)

Trescal Inc.•San Jose, CA

About The Position

The Key Account Manager (KAM) is responsible for maintaining, strengthening, and expanding existing customer relationships within an assigned portfolio of strategic accounts. This role focuses on account retention, organic growth, and long-term partnership development, ensuring customers receive consistent value, high service levels, and solutions aligned with their operational and regulatory requirements. The Key Account Manager serves as the primary point of contact for assigned clients, working cross-functionally to identify opportunities for expanded services, improved coverage, and multi-site or multi-service agreements—particularly within regulated environments such as Life Sciences, Pharmaceuticals, Aerospace, and Electronics Manufacturing.

Requirements

Bachelor’s degree in Business, Engineering, or a related field; equivalent experience will be considered.
3+ years of experience in key account management, account retention, or customer success, preferably within technical or regulated industries.
Experience supporting Life Sciences, Aerospace, or other compliance-driven environments strongly preferred.
Strong understanding of service-based selling and long-term contract management.
Excellent communication, negotiation, and relationship management skills.
Proven ability to collaborate cross-functionally and manage multiple priorities.
Proficiency with CRM platforms and Microsoft Office (Word, Excel, PowerPoint).
Willingness to travel periodically within the assigned region.

Nice To Haves

Customer-focused, proactive, and relationship-driven.
Comfortable operating in structured, regulated environments with quality and compliance requirements.
Skilled at identifying growth opportunities within existing accounts without disrupting service continuity.
Data-driven, organized, and accountable for results.

Responsibilities

Account Management & Retention
Own and manage a defined portfolio of existing key accounts, acting as the primary commercial and relationship lead.
Build trusted relationships with customer stakeholders across quality, engineering, operations, and procurement.
Ensure contract compliance, customer satisfaction, and long-term retention through proactive engagement.
Growth & Expansion
Identify opportunities to grow revenue within existing accounts through service expansion, additional sites, bundled solutions, and contract renewals.
Promote calibration, on-site services, asset management, validation, and other value-added offerings aligned to customer needs.
Lead pricing discussions, renewals, and upsell initiatives while protecting margin and profitability.
Customer Strategy & Planning
Develop and execute account plans for each key customer, including growth objectives, service coverage, and stakeholder mapping.
Conduct regular business reviews to assess performance, identify improvement areas, and align on future opportunities.
Understand customer regulatory environments (e.g., ISO 17025, GMP, GxP, FDA, AS9100) and align services accordingly.
Operational & Cross-Functional Coordination
Serve as the liaison between customers and internal teams, including operations, quality, scheduling, and finance.
Coordinate contract implementations, service changes, and issue resolution to ensure a seamless customer experience.
Monitor service performance and proactively address risks related to service delivery or compliance.
Reporting & CRM Management
Maintain accurate and up-to-date account information, opportunities, and forecasts within the CRM system.
Provide regular updates and performance reports to sales leadership.