Global Account Manager

Il y a 3 mois

Paris, France GlobalBlue_IT Temps plein

Nature and aim of the position

Reporting to the Co-Head of Global Accounts in France and joining a dynamic and international team of Global Account Managers, you will be responsible for the management and the leadership of the assigned Global Account Portfolio;

Our Global Accounts are fashion and luxury brands with HQ in France or Europe making our environment incredibly motivating and attractive;

As Global Account Manager you will be fully accountable of the Client Relationship Management, delivering the best possible service making sure of the retention and the profitability of the assigned Global Customers 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;

Your trust with your colleagues enable you to delegate when needed.

Main duties and responsibilities
- Detailed Account Planning by defining the strategy and vision both at client HQ and country level and objectives in terms of expected turnover, strategic initiatives and relationship management;
- Definition and implementation of negotiation strategy;
- Management re-negotiation of contracts for global agreements;
- Coordination of tender preparation;
- Caring of direct relationship with Key Decision Makers (mostly C-level);
- Definition prospect strategy and proper follow up on Top Prospect;
- Definition, with Country Managers and Head of Key Accounts, the support and interaction to be allocated for the management of client’s portfolio at local/country level;
- Definition, in agreement with Corporate strategy, of major objectives to Country Managers on the assigned Global Account Portfolio at local level;
- Assessment and approval of price changes;
- Cross-selling new products in Marketing, Business Intelligence, Financial services
- Project ownership: coordinate client oriented projects with all involved functions (compliancy; reporting, IT, operations, sales, etc..).

Main KPI’s
- Client retention
- Deployment of new services with clients
- Client profitability
- Client strategy set-up

Relates to / cooperates with Main Function interactions:

- Co-Head of Global Accounts in France
- Global Account Managers team
- Country managers
- Finances
- Business Intelligence
- Marketing
- Sales
- Operations
- IT

Background and Education
- 8 - 12 years in Key sales positions ideally in international environment;
- Solid Sales background in complex B2B long circle selling businesses;
- Global Account or International Key Account management experience;
- Proven record from corporate account management of Key Accounts, National / Multinational account and experience from multiple markets and geographies;
- Negotiation is key in this role as well as stress tolerance and problem solving capabilities;
- Ability to develop strong relationships at Senior and Executive level;
- Tendering Experience is a plus;
- Fluent written and spoken English, any other European language is a plus;
- Used and/or willing to travel extensively (Europe);
- University degree or equivalent.

Specific skills and knowledge
- Methodical, stress resistant and with the ability to functionally manage teams;
- Excelling in communication skills, organized, great at analytics;
- Self-motivated, customer focused and target driven;
- Understanding all stages of the sales cycle, with business acumen and commerciality skills;
- Able to coordinate projects and operations with internal cross functional teams (IT, Commercial, Finance );

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