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
1. Deliver the Net Turnover and any other sales targets assigned taking corrective action when result materially deviates from expected
2. Delivery of new business targets
3. Brick wall accounts against competitors
4. Build, maintain relationships both at store and HQ level, seeking to maximize the stores´ business with globe shoppers
5. Cross Selling and opportunity pipeline management within the portfolio assigned
6. Definition of merchant’s contract conditions (within the guidelines received) and deliver of account specific contractual obligations
7. Revert to related function all relevant information collected in the marketplace
8. Control the receivable to minimise bad debts exposure
9. 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
10. Project ownership and management of cross functional activities related to his portfolio
11. Coordination of Sell-out activities done by AM Sell-out within assigned accounts
12. Build a mid term strategic plan with merchant accordingly to Account plan
13. Propose improvement or innovative solution based on strategic intelligence
Main KPI’s
14. Net Turnover, Turnover from new business
15. MC/GC ratio, Customer retention rate, AutoFill coverage
16. Refund Ratio, Hit Rate, Ageing
17. Specific KPI globe shopper experience related (TBA)
18. Specific KPI tax free desk (TBA)
Relates and cooperates mainly with
19. Line manager
20. Merchant Solutions
21. Central Marketing, Operations, SPO, GBIT, legal, product
Background and Education
22. Genuine sales talent with strong results orientation, passion and determination to reach sales targets
23. Strong account management experience, ideally in retail, financial services or added value services field
24. Strong service orientation, passion and determination to reach the sales targets building foundations for long term business relationship
25. Written and conversational spoken English
26. University graduate preferred
Specific skills and knowledge
27. Strong customer orientation
28. Ability to use creative solutions to solve problems
29. Good negotiation and communication skills, ability to present ideas clearly and concisely
30. Financial background
31. Strategic thinking
32. Basic analytical skills
33. Basic knowledge of MS Office products
34. Multicultural orientation
35. Adaptive
36. Seniority in business management
37. Strong capacity to manage stressful situation