Key Account Manager

Nature and aim of the position:

The holder of this position is responsible for managing and developing assigned merchants portfolio for TFS (Tax Free Shopping), Payment and Post Purchase and to gain assigned new business accounts. 

Main duties and responsibilities:

• Delivery of sales targets 
• Delivery of new business targets 
• Delivery of account specific contractual obligations 
• Coordination of Sell-out activities done by Performance Manager within assigned accounts 
• Cross sell Global Blue products to existing accounts 
• Account Plan preparation and Opportunity Pipeline management 
• Customer relationship management 
• Brick wall accounts against competitors 
• Monitor and manage debts level of assigned accounts and minimise bed debts exposure 
• Improve merchants knowledge and expertise with our services 
• Accurate use of CRM to plan, record and report account specific activity 
• Ensure that all relative market and business information is transmitted to the organization in an updated, qualified and transparent way 
• Implement specific action plan to develop the merchant business, best serve the clients 

Main KPI’s 

• Net Commission for TFS and DCC 
• Media revenue o NC (Net Commission) /GC (Gross Commission) ratio 
• New business for TFS, DCC and Media 
• Ageing 
• Cross selling to existing accounts 

Relates to / cooperates with main Function interactions: 

• Country Manager, Sales Manager, Marketing Manager, IKAM, Merchant Support representative 

Main cross – Function interactions : DP, Media, Merchant Suport , Legal 

Background and Education :

• Genuine sales talent with strong results orientation, passion and determination to reach sales targets 
• 3-4 years’ experience in account management, ideally in retail or financial services
• Written and conversational spoken English 
• University graduate preferred 

Specific skills and knowledge:

• Self motivated, customer focused and target driven 
• Excellent customer relationship and management 
• Business acumen and commerciality with understanding of all stages of the sales cycle 
• Negotiation and influencing 
• Good written and verbal communication and presentation skills 
• Ability to sell the full products portfolio 
• Priority planning 
• Ability to use creative solutions to solve problems 
• Good knowledge of MS Office products 
• Ability to manage complex buying process 
• Project management in cross functional team 

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