Who we are:
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.
What you will do.
A glimpse in your role:
The holder of this position is responsible for managing and developing assigned merchants' portfolio for TFS (Tax Free Shopping), DCC (Dynamic Currency Choice), Media and Business Intelligence 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 negotiations and to develop and strengthen the partnership with Key Accounts in his/her portfolio.
He/She is responsible for contacting on a regular basis the assigned prospects and keep them fully aware/updated on our value proposition in term of services, market intelligence, business support/development and any other relevant topic useful to maximize the merchant's perception of the value generated by Global Blue as a partner, thus creating the preconditions for a future cooperation.
Key Responsibilities
Deliver the Net Turnover and any other sales targets assigned taking corrective action when result materially deviates from expected
Deliver 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
Manage Cross Selling opportunities within the assigned portfolio
Negotiate 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
Duly report activities 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
Coordinate the Sell-out activities done by AM Sell-out within assigned account
Build a mid-term strategic plan with merchant accordingly to Account plan
Propose improvement or innovative solution based on strategic intelligence
Organize his/her work in line with the defined Working Method for the KAMs.
Key competencies to empower your journey.
You'll drive towards success if you have:
Background and Education
Genuine sales talent with strong results orientation, passion and determination to reach sales targets
Strong key account management experience, ideally in retail, digital or retail tech field, financial services or other added value services
Strong service orientation, passion and determination to reach the sales targets building foundations for long term business relationship
University graduate preferred
At least 4 years' sales experience in B2B, Retail or Luxury Company.
The knowledge of retail industry, luxury or fashion is a plus.
Consultative selling approach that enable the Key Account Manager to propose solutions based on multiple services.
Able to manage relationships up to CEO level and strong networking skills.
Used to deal with different head of functions like Retail, Marketing, Technology, Finance and HR
Specific skills and knowledge:
Ability to effectively communicate with sales
Familiar with Account Planning approach
Consultative sales approach
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
Familiar with Office package, Salesforce and MicroStrategy
Familiar with matrix organisations.
Reporting and collaboration
The holder of the position reports solid line to Head of Key Accounts and she/he collaborates with:
Merchant Solutions
Central Marketing, Operations, SPO, GBIT, legal, product
Other KA Team members.
Main KPis
Net Turnover, Turnover from new business
Merchant Commission/Gross Commission ratio, Customer retention rate, AutoFill coverage
Refund Ratio, Hit Rate, Ageing
Specific KPI globe shopper experience related (TBA)
Specific KPI tax free desk (TBA).
Additional competencies
Advanced spoken and written English
Good knowledge of Excel
Analytical skills to understand data
Good knowledge of MS Office products and CRM, MSTR and other software skills
Together, we go further:
At Global Blue, you'll enjoy:
Hybrid work flexibility
Hands-on learning in luxury retail, technology, and data-driven marketing.
Fun team-building activities, workshops, and social events.
At Global Blue, we foster career growth through internal mobility, a multicultural environment, and an Agile Working Model that supports work-life balance and team spirit.
Committed to sustainability, we prioritize positive impacts for employees, clients, and communities. Guided by our 5 Ways of Working, we focus on client satisfaction, collaboration, innovation, and value creation.
As forward thinkers, we embrace open dialogue, continuous learning, and shared success to shape the future while delivering tangible results.
Feels like you? Explore further