Description This role leads a team of approximately four Key Account Managers and carries full accountability for revenue growth, margin performance, and long-term value creation across our largest and most complex accounts. It is a senior, customer-facing leadership role, focused on moving beyond transactional selling to early engagement, solution co-creation, and executive-level partnership. Key Account Strategy & Leadership Lead, coach, and develop a high-performing team of Key Account Managers. Define and execute a UKI Key Accounts strategy aligned to ADI’s growth, margin, and supplier partnership priorities. Own strategic account segmentation, prioritisation, and coverage models. Act as the senior escalation point for complex commercial and relationship matters. Strategic customer execution Build deep, executive-level relationships with senior customer stakeholders. Engage customers earlier in their lifecycle to understand business challenges and co-create differentiated solutions. Shift customer engagement from price-led discussions to value-based partnerships. Personally lead high-impact negotiations, long-term agreements, and strategic frameworks. Commercial Performance & growth Deliver agreed revenue, margin, and strategic growth targets across the key accounts portfolio. Identify and unlock share-of-wallet growth through cross-selling and solution bundling. Partner closely with Category Management, Marketing, Supplier Partners, and Product teams. Ensure account plans are forward-looking, insight-led, and commercially robust. Cross functiona leadership Commercial Performance & growth Work in close alignment with Branch Sales Leaders, Field Sales, and Sales Operations to deliver a joined-up customer experience. Represent the voice of the customer internally, influencing broader commercial and operational decisions. Partner with Finance to ensure strong forecasting discipline and commercial governance. Operational Excellence & Governance Own forecasting accuracy, pipeline quality, and account planning discipline. Ensure consistent and effective use of CRM and sales tools. Maintain compliance with company policies, commercial governance, and industry regulations. YOU MUST HAVE: Proven experience leading Key or Strategic Accounts within a complex B2B distribution or technical sales environment. Strong executive-level relationship management and negotiation capability. Clear commercial acumen with a focus on margin quality and sustainable growth. Experience coaching and developing senior sales professionals. WE VALUE: Background in electronics, security, AV, or adjacent technical sectors. Track record of transforming transactional relationships into strategic partnerships.• Customer-obsessed and externally focused. Comfortable challenging legacy models and driving change. Data-informed, commercially disciplined, and relationship-led. Credible and effective at senior leadership and executive customer level.