ABOUT THE ROLE

The Key Account Manager is responsible for managing, retaining and growing BESA contractor membership within their allocated geographical area.

The role acts as the main relationship lead for contractor members, ensuring they receive clear value from BESA, understand the support available to them, and remain engaged throughout their membership.

The role is also responsible for identifying and developing growth opportunities. This includes new contractor membership opportunities, Member Pledge opportunities, member referrals, supply chain opportunities and wider engagement.

This is a commercial relationship role. It combines account management, retention, engagement and growth.

Candidates must reside in Wales and have a strong connection to the country, with the credibility, knowledge and professional networks needed to engage effectively and represent BESA across Wales.

KEY DUTIES

Account management and retention

• Manage a portfolio of allocated contractor members.

• Build and maintain strong relationships with key contacts across member businesses, including owners, directors, commercial leads, technical leads, operations leads and compliance contacts.

• Understand each member’s business, priorities, challenges and current use of BESA business support services.

• Identify retention risks early and take action before membership renewal becomes a concern.

• Ensure the member portfolio is fully aware and up to date with their BESA Competence Assessment Standard (CAS) Audits.

• Maintain regular contact with priority members and ensure meaningful engagement is recorded in iMIS.

• Ensure members understand and access relevant:

• BESA business support - Technical, Employment, Health and Safety, Legal & Commercial, Training & Skills

• Engagement activity – Region & Nation meetings, Specialist Group and Committee meetings and Business Networking Events

• Additional Certificate Schemes and Benefits - REFCOM, VHR, SFG20, Welplan and wider BESA Group services where relevant.

Growth and new membership

• Identify and develop new contractor membership opportunities within the allocated region or account base.

• Prioritise contractor businesses that are active in BESA in-scope work areas and have clear potential for membership.

• Support regional growth through Member Pledge, member referrals, supply chain opportunities, former members, event leads and warm introductions.

• Progress suitable opportunities directly or hand them over to the sales team where appropriate.

• Track all opportunities in iMIS, including owner, stage, likely band, revenue value where known, next action and source.

Member Pledge activity

• Identify members who may be suitable to sign and commit to the BESA Member Pledge.

• Support signed Member Pledge relationships where the business has agreed to the principles and the document is signed by the CEO, MD or equivalent senior decision-maker.

• Work with Membership Operations to ensure supply chain lists are cleaned, mapped, uploaded and tagged correctly in iMIS.

• Support the conversion of suitable supply chain contractors into full BESA contractor membership.

Regional engagement

• Represent BESA across the allocated geographical area or account base.

• Attend relevant member meetings, events, sector events and engagement activities.

• Promote BESA’s role as the trade body for building engineering services contractors.

• Identify opportunities for member stories, case studies, insight and examples of member value.

• Feed insight back into the business, including member challenges, retention risks, market trends and growth opportunities.

KEY DELIVERABLES

The Key Account Manager will be expected to deliver:

• Strong engagement across allocated contractor members

• Account plans for priority members

• Early identification of retention risk

• Monthly RAG reporting

• New contractor membership opportunities

• Signed Member Pledge relationships

• Supply chain growth opportunities

• New full contractor members (targets set annually)

• Accurate iMIS records

• Clear weekly and monthly reporting

ABOUT YOU

Skills, Knowledge & Experience

Essential

• Experience in account management, key account management, membership engagement or business development.

• Strong relationship management skills.

• Ability to manage a portfolio of accounts.

• Ability to identify retention risk and growth opportunities.

• Strong communication and follow-up discipline.

• Commercial awareness.

• Experience using CRM or membership management systems.

• Ability to work independently across an allocated region or account base.

• Ability to work collaboratively with internal teams.

Desirable

• Knowledge of building engineering services, M&E, HVAC, FM or construction supply chains.

• Experience in a membership body, trade association or compliance-led environment.

• Understanding of competence, technical standards, procurement or contractor assurance.

• Experience supporting member retention, account growth or regional engagement.

• Experience with supply chain-led growth or referral-led sales.

BehavioursAt BESA, we expect all colleagues to demonstrate behaviours that support our culture and values.

• Customer Empathy – We anticipate and address customer challenges to foster connection and meaningful experiences with them.

• Accountability – We keep our word and deliver the results we promise, holding others to account to do the same. We actively manage potential consequences and take ownership to address them.

• Continuous Improvement – We are deeply curious to understand how things work for our customers, industry and organisation. We challenge the status quo and look to enhance and evolve everything we do.

• Agility – We respond and adapt swiftly to changing circumstances.

• Commerciality – We make informed decisions that enable profitable and/or sustainable growth.

• Care – We create an environment where people feel valued and heard, providing a sense of belonging.

Closing Date: 1st November 2026

Interviews will be arranged directly with shortlisted candidates

Don’t meet every single requirement? At BESA, we are committed to building a diverse and inclusive workplace. If you're enthusiastic about this role but your experience doesn't match every requirement perfectly, we encourage you to apply anyway. You might be exactly the candidate we're looking for!

We encourage early applications, as we may close the vacancy once we receive a strong pool of candidates!

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