The Role
Own and grow the installed customer base in Germany, leading an account management team to drive retention, upsell/cross-sell, and long-term customer value. Establish structured account plans, monitor pipeline and KPIs, support complex negotiations, resolve critical issues, and coordinate with Sales, Customer Success, Product and Delivery to improve processes and customer outcomes. Report performance and risks to senior leadership.
Summary Generated by Built In
As a Sales Manager – Account Management (m/f/d), you take ownership of the existing customer business in Germany, focusing on retention, sustainable revenue growth, and maximizing long-term customer value across the installed base. Leading and developing a high-performing team of account managers is a key part of the role, alongside establishing a structured approach to account planning and customer engagement.
In close collaboration with customers, you strengthen relationships, ensure they fully realize the value of ERP solutions, and proactively identify opportunities for further growth and expansion.
Responsibilities
- Set and execute operational plans aligned to revenue growth and retention targets in Germany.
- Lead and develop a team of account managers responsible for managing and expanding existing customer relationships.
- Drive cross-sell, upsell and expansion opportunities across the installed customer base.
- Guide the development of structured account plans with a strong focus on retention, growth and long-term customer value.
- Monitor pipeline, forecasts and key performance metrics to ensure target achievement.
- Support complex customer situations and lead key negotiations where required.
- Ensure high customer satisfaction and oversee the resolution of critical issues.
- Establish and continuously improve account management processes, tools and best practices.
- Track customer health indicators and proactively mitigate risks to retention and growth.
- Collaborate closely with Sales, Customer Success, Product and Delivery teams to drive strong customer outcomes.
- Communicate performance, risks and strategic priorities to senior leadership.
Skills, Knowledge & Expertise
- Strong experience in account management or strategic customer-facing roles.
- Experience leading teams responsible for managing complex customer portfolios.
- Proven ability to drive customer retention and expansion revenue.
- Solid understanding of account planning, pipeline management and forecasting.
- Ability to analyse commercial data and derive actionable improvements.
- Clear and confident communication skills with senior stakeholders and cross-functional teams.
- Experience coaching and developing experienced professionals.
- Confident use of CRM systems and sales tools.
- Experience working within ERP, SaaS or enterprise software environments.
- Exposure to industrial or manufacturing sector customers.
- Fluent German and English language skills.
What we offer
At Forterro, you’ll be part of a high-performance culture that empowers individuals to grow and succeed. As a leading European software company, we combine the stability of an established organisation with the dynamism of a fast-growing tech environment.
You’ll work alongside talented colleagues across Europe, gain exposure to international collaboration, and play an active role in helping industrial businesses modernise through specialised ERP solutions.
We offer strong opportunities for professional development and the chance to contribute meaningfully to our continued growth.
About
Forterro is a federation of ERP software and services companies serving small to mid market companies around the globe, with offices in UK, Germany, Sweden, Switzerland, France, Poland, Bulgaria, India, Morocco and USA. At Forterro, we invest in and help to fortify both local and niche ERP software businesses.Our product line businesses are local, not localized and vertical, not verticalized.
Skills Required
- Strong experience in account management or strategic customer-facing roles.
- Experience leading teams managing complex customer portfolios.
- Proven ability to drive customer retention and expansion revenue.
- Solid understanding of account planning, pipeline management and forecasting.
- Ability to analyse commercial data and derive actionable improvements.
- Clear and confident communication with senior stakeholders and cross-functional teams.
- Experience coaching and developing experienced professionals.
- Confident use of CRM systems and sales tools.
- Experience working within ERP, SaaS or enterprise software environments.
- Exposure to industrial or manufacturing sector customers.
- Fluent German and English language skills.
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The Company
What We Do
Founded in 2012, Forterro has grown to become a category leader software solutions for the industrial market – with strongholds in Europe’s top production economies, as well as regional service hubs and development centres around the world. From more than 40 office locations, our 1,600+ employees provide and support software for more than 13,000 industrial businesses. Our products are deeply rooted in the demands of their local geography. And each is designed to strengthen and accelerate our customers’ ability to operate efficiently and compete effectively.
