Key Account Manager (KAM) – Events & Expo

Job Description – Key Account Manager (KAM) – Events & Expo

Department: Sales / Business Development
Reports To: Sales Director / General Manager

1. Position Overview

The Key Account Manager – Events & Expo is responsible for managing and developing long-term relationships with high-value clients across the events, exhibitions, trade shows, conferences, and corporate activation sectors. The role focuses on client retention, revenue growth, project coordination, and strategic account development.

2. Key Responsibilities

A. Client Relationship Management

Act as the primary point of contact for key clients.

Build and maintain strong long-term client relationships.

Conduct client meetings, presentations, and regular follow-ups.

Understand client objectives and provide tailored event and expo solutions.

B. Business Development & Revenue Growth

Identify new business opportunities within the events and exhibitions industry.

Prepare proposals, quotations, and commercial offers.

Achieve monthly and annual revenue targets.

Provide sales forecasts and market intelligence.

C. Project Coordination & Execution

Coordinate with production, design, operations, and logistics teams.

Monitor project timelines, budgets, and deliverables.

Attend site visits, setup days, and event operations.

Ensure necessary approvals, documentation, and compliance requirements are completed.

D. Key Account Growth & Strategy

Develop strategic account plans to maximize business from key clients.

Conduct market and competitor analysis for account expansion.

Support marketing events, networking activities, and brand visibility initiatives.

E. Contract & Financial Management

Negotiate pricing, terms, and contract conditions with clients.

Ensure timely invoicing and payment collection.

Coordinate with the finance department for account billing and reconciliation.

F. Reporting & Documentation

Maintain accurate CRM/ERP records.

Prepare weekly updates, reports, and visit logs.

Document client feedback, challenges, and process improvements.

3. Qualifications & Experience

Bachelor’s degree in Business, Marketing, Events, or related field.

3–7 years of experience in events, exhibitions, or experiential marketing.

Strong understanding of event production workflows and expo operations.

Excellent communication, presentation, and negotiation skills.

Ability to manage multiple projects simultaneously.

Proficiency in MS Office, CRM platforms, and documentation tools.

4. Key Skills & Competencies

Client Relationship Management

Sales & Negotiation

Project Coordination

Strategic Account Development

Time Management

Problem Solving

Communication & Presentation Skills

5. Work Conditions

Office-based role with extensive client meetings and field visits.

Required to be available during event build-up and dismantling phases.

Flexible working hours during peak event periods.

6. Key Performance Indicators (KPIs)

Monthly and quarterly revenue achievement

Client retention and satisfaction

Number of new accounts acquired

Project quality & satisfaction score

Profit margins and cost control

Timely payment collection

Proposal and documentation accuracy