International Key Account Manager

Il y a 2 mois

Greater Paris Metropolitan Region, FR Global Blue Temps plein

Nature and aim of the position

The owner of this position, is responsible for the management and the leadership of the assigned Global Account Portfolio.

The professional takes care and is fully accountable of the relationship and profitability of the assigned Global Clients and Top prospects.

The strategic importance of this portfolio makes this position a key one for the company both in terms of pure commercial dynamics and in terms of being a key stakeholder in all major decisions concerning product development and innovation.


Main duties and responsibilities

  • Client Relationship Management via:
  • Detailed Account Planning
  • Correct reading of the Client’s organization and strategy both at client HQ level and at client country level
  • Definition of strategy and vision on the client
  • Definition of Objectives in terms of expected turnover, strategic initiatives and relationship management
  • Definition and implementation of negotiation strategy per each client
  • Coordinate tender preparation making sure proper resources are allocated within and outside of the Global Account Team
  • Establishing direct relationship with Key Decision Makers and stakeholders such us GM, CFO, Treasury, Retail, Ops, IT, CRM, Legal…
  • Definition and implementation of Second Face Strategy (Including both COO, CEO and Country Managing Directors)
  • Work with peers in other functions to get support, define priorities, coordinate activities and to get relevant information for proper client management
  • Define prospect strategy and proper follow up on Top Prospect;
  • Define with Country Managers Directors and Head of Key Accounts the level of support and interaction to be allocated locally for the management of this portfolio at client local level;
  • Define, in agreement with the Head of Global Accounts, major objectives to Country Managing Directors on the assigned Global Account Portfolio at local level.
  • Ensure that group and sales strategies, policies and applicable laws are fully respected;
  • Approve, within the limits of the Delegation of Authority, price changes;
  • Work with peers in other functions to get support, define priorities, coordinate activities and to get relevant information for proper client management


Main KPI’s

  • Net Turnover, Turnover from new business, Market Share
  • Cross Selling Activities
  • Merchant Commission Ratio, Refund Ratio, Issue Ratio, New services uptake
  • Customer retention


Relates and cooperates mainly with:

  • Line manager
  • Country Managing Directors and local Head of Kams
  • Product functions, Customer Value Creation, Operation, Group Controllers, Legal, Technical Account Managers team
  • Business stakeholders
  • Local key Account Managers


Background and Education

  • Solid Sales background in complex BTB long circle selling businesses.
  • Minimum 6 years in Key sales positions
  • Tendering Experience
  • Fluent in English, French, Italian and/or Spanish
  • University Degree


Specific skills and knowledge

  • Business acumen and strategic thinking
  • Strong communication and interpersonal skills
  • Strong negotiation skills
  • Strong listening and questioning capabilities
  • High tolerance to high stress levels
  • Understanding of retail technology and payment systems
  • Basic knowledge of Project Management
  • Good financial knowledge
  • Experience using CRM and financial / sales reporting systems
  • Good MS Office products knowledge

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