Senior Key Account Manager

Our client is a specialised advisory and consultancy organisation operating within the real estate sector. Through several competence centres, the organisation supports real estate players in making their buildings and property portfolios more sustainable, optimising their performance and driving their further development.

The organisation brings together a range of specialised areas of expertise, with each team supporting clients from its own field of knowledge. At the same time, real estate challenges are becoming increasingly complex and require an integrated, multidisciplinary approach. Clients are therefore looking for more than a specialist for a specific challenge: they expect a partner who understands the broader context of their real estate activities and can connect them with the right expertise.

Role

As a Senior Key Account Manager, you will be responsible for developing and maintaining long‑term relationships with strategic clients within the real estate sector. Your clients will include institutional and professional real estate players, as well as corporate and public organisations.

You will develop a deep understanding of your clients and their real estate portfolios. You will know what they are currently working on, which challenges they anticipate and who is involved in key decision‑making processes. Based on this understanding, you will proactively identify opportunities where the organisation can create value.

This is not a role focused on selling a single service. You will first seek to understand the client's underlying needs and then connect them with the right expertise within the organisation. You will work closely with the different specialised teams and ensure that clients are connected with the right experts.

You do not need to be a specialist in every technical domain. However, you have a strong affinity with consultative selling and are able to ask the right questions, identify opportunities and involve the right internal experts. You are comfortable engaging with stakeholders at different levels of an organisation and can adapt your message to your audience, clearly communicating both the strategic and commercial value of the organisation's expertise.

In short, this is a senior commercial role combining strategic account management, business development and the ability to connect clients with the right expertise.

Key Responsibilities

Strategic Account Management

• Build and maintain strong, long‑term relationships with strategic clients within the real estate sector
• Develop and manage a clear account strategy for each strategic client
• Build a thorough understanding of clients' real estate portfolios, organisations, stakeholders and decision‑making processes
• Proactively identify developments, needs and opportunities within existing accounts
• Identify new commercial opportunities and further expand existing client relationships
• Recognise opportunities for cross‑selling across the organisation's different areas of expertise
• Develop long‑term partnerships with institutional, professional, corporate and public real‑estate players

Consultative Selling & Business Development

• Understand the underlying needs behind a client's initial request
• Use targeted questions to gain insight into clients' needs, challenges and ambitions
• Determine which expertise within the organisation best matches the client's needs
• Identify new commercial opportunities within both existing and new strategic accounts
• Lead complex sales processes involving multiple stakeholders and longer decision‑making cycles
• Translate client needs into concrete commercial opportunities and solutions

Commercial Coordination

• Act as the connecting link between clients and the organisation's different expert teams
• Involve the right internal experts based on the client's needs and the specific opportunity
• Stimulate collaboration and cross‑selling across different areas of expertise
• Develop commercial opportunities together with the relevant internal teams
• Ensure a coordinated and integrated commercial approach towards strategic clients

Stakeholder Management

• Build and maintain relationships at different levels within client organisations
• Engage effectively with both subject‑matter experts and senior management, executive and investment‑level stakeholders
• Translate the value of the organisation's services into the specific needs and priorities of each stakeholder
• Understand how property owners, investors, developers and other real‑estate professionals approach their projects and investments

Market Development & Thought Leadership

• Stay up to date with relevant developm