Position Key Account Manager
Reporting to Sales Manager Key Accounts
Location Country Office
Nature and aim of the position
The holder of this position is responsible for managing and developing assigned merchants portfolio for TFS, DCC and Media products and to gain assigned new business accounts.
It is a sales position responsible to achieve the sales results, to agree the strategy with line manager, to manage the negotiation and to develop and strengthen the partnership with Key Accounts in his/her portfolio.
The holder of the position has the responsibility that all prospects are periodically contacted and kept fully aware on our proposition in term of services, market intelligence, business support/development and any other relevant to create the precondition for a future cooperation.
Main duties and responsibilities
- Deliver the Net Turnover and any other sales targets assigned taking corrective action when result materially deviates from expected
- Delivery of new business targets
- Brick wall accounts against competitors
- Build, maintain relationships both at store and HQ level, seeking to maximize the stores´ business with globe shoppers
- Cross Selling and opportunity pipeline management within the portfolio assigned
- Definition of merchant’s contract conditions (within the guidelines received) and deliver of account specific contractual obligations
- Revert to related function all relevant information collected in the marketplace
- Control the receivable to minimise bad debts exposure
- Activities duly reported in CRM, Account Plan for any account in portfolio which needs to be discussed at least once a year with line manager
- Project ownership and management of cross functional activities related to his portfolio
- Coordination of Sell-out activities done by AM Sell-out within assigned accounts
- Build a mid term strategic plan with merchant accordingly to Account plan
- Propose improvement or innovative solution based on strategic intelligence
Main KPI’s
- Net Turnover, Turnover from new business
- MC/GC ratio, Customer retention rate, AutoFill coverage
- Refund Ratio, Hit Rate, Ageing
- Specific KPI globe shopper experience related (TBA)
- Specific KPI tax free desk (TBA)
Relates and cooperates mainly with
- Line manager
- Merchant Solutions
- Central Marketing, Operations, SPO, GBIT, legal, product
Background and Education
- Genuine sales talent with strong results orientation, passion and determination to reach sales targets
- Strong account management experience, ideally in retail, financial services or added value services field
- Strong service orientation, passion and determination to reach the sales targets building foundations for long term business relationship
- Written and conversational spoken English
- University graduate preferred
Specific skills and knowledge
- Strong customer orientation
- Ability to use creative solutions to solve problems
- Good negotiation and communication skills, ability to present ideas clearly and concisely
- Financial background
- Strategic thinking
- Basic analytical skills
- Basic knowledge of MS Office products
- Multicultural orientation
- Adaptive
- Seniority in business management
- Strong capacity to manage stressful situation
Top Skills
What We Do
At Global Blue, we firmly believe that enhancing the shopping experience drives performance.
Our mission is to seamlessly connect shoppers and brands worldwide by simplifying the shopping experience and boosting retailer performance. With over 40 years of industry expertise, we have pioneered Tax Free Shopping and expanded into the Payment and Post-Purchase business.
As a technology partner, we lead our industries with innovative technology and data-driven insights, bringing unparalleled value at every touchpoint along the shopping journey. We support retailers in handling over 35 million Tax Free Shopping transactions every year and our payment partners in elevating the experience of more than 31 million transactions worldwide. Our post-purchase solutions also cater to the needs of over 47m e-commerce shoppers. Listed on the New York Stock Exchange, we generated €20bn Sales in Store and €311M revenue in FY 2022/23.
Our diverse community of over 2,000 employees represent more than 80 nationalities across 53 countries. At Global Blue, we cultivate a culture of empowerment, encouraging our teams to collaborate and support one another.
Together, we innovate, create, and strive towards a brighter future for the businesses we serve.
With Global Blue, enjoy the journey.
