Senior Key Account Manager

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Direct message the job poster from Global Blue

HR Talent Acquisition & Employer Branding Specialist @ Global Blue | FinTech | Digital Payments | Retail

About Us :

Global Blue is a global service company operating for Retail & Hospitality industries with solutions that maximize performances and enhance customer experience.

Global Blue operates worldwide in more than 50 countries with three solutions families:

TAX FREE : for Luxury, Fashion and Lifestyle brands where it counts a leadership position with 70% market share.
PAYMENTS : with Dynamic Currency Choice and Gateway solutions for Retailers and Hospitality.
RETAILTECH : startup hub to enhance post purchase experience in store and online for Retailers.

Purpose of the role

The holder of this position is responsible to manage and improve the profitability of the assigned Key Accounts portfolio for Global Blue products along the German border area with Switzerland. In addition, the holder will be responsible for the acquisition of new merchants, retention of existing merchants and the recovery of merchants working with the competitor. Furthermore, the holder of this position will manage and assign all activities related to deliver the best performance in terms of Refund Ratio, Issue Ratio and Hit Rate by increasing usage of GB services to the respective Sales Manager.

Main duties and responsibilities

1. Achievements of Budget targets
2. Management and conduct of contractual negotiations
3. Ensure Store level activities are delivered through the Sales Manager
4. Accurate commercial and financial Key Accounts management, initiating corrective actions if major deviation to plan, handling all activities and decisions with highest level of integrity
5. Customer Expectations Evaluation and monitoring
6. Creation and delivery of Action Plans as MCNC, Marketing, Promotions, Incentives etc.
7. Accurate use of CRM
8. Delivery of budgeted targets assigned
9. Delivery of account specific contractual obligations
10. Delivery of new business targets
11. Relationship management at merchants Head office level
12. Brick wall accounts against competitors
13. Ensure that all relative information regarding the market and the business trend, be transmitted to the organization in an updated, qualified and transparent way
14. Manage a portfolio of assigned Key Account Merchants
15. Achieve Refund Ratio, Hit Rate and any other sales targets taking corrective action when result materially deviates from expected
16. Acquisition of new merchants, retention and recovery of existing merchants
17. Improve merchant’s knowledge and expertise with our services
18. Maximize TFS business (IR and RR management)
19. Maximize DCC business (Hit Rate management)
20. Ensure proper communication with the merchants HQ
21. Document in CRM all merchant’s specific information and activity done

Main KPI’s

1. Net Commission TFS
2. Net Commission DCC

Preferable skills and competencies

1. Min. 8 years of Key Account experience or equal position

Business Knowledge/Educational Background

1. Self-motivated, customer-focused and target driven
2. Excellent customer relationship and management
3. Business acumen and commerciality with understanding of all stages of the sales cycle
4. Negotiation and influencing
5. Ability to sell the full products portfolio
6. Good written and verbal communication and presentation skills
7. Priority planning
8. Ability to use creative solutions to solve problems
9. Good knowledge of MS Office products
10. Ability to create personal relationships
11. Problem solving attitude
12. Conceptual skills in determining potentials or market strategy
13. Experience in Acquisition of new merchants
14. Knowledge of Retail Structure in South-West would be a Plus

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Industries

Software Development

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