Senior Key Account Manager

Senior Key Account Manager, Software Sales

Why Join Toshiba?

Toshiba Global Commerce Solutions (TGCS) is a leading provider of retail technology solutions, helping retailers transform the shopping experience through software, cloud, services and omnichannel solutions. We help retailers navigate obstacles and accelerate their growth, reimagining customer engagement.

As part of its growth strategy, TGCS France is seeking an experienced Senior Key Account Manager to develop and manage strategic retail relationships across the French market.

Role Overview - What's 'In-store'?

The Senior Key Account Manager will be responsible for managing and expanding relationships with some of the largest retail customers in France. The role requires a highly experienced sales professional with deep expertise in Food Retail, a strong understanding of retail operations, and a proven track record in selling complex technology solutions, including software, SaaS, cloud and professional services.

The successful candidate will act as a trusted advisor to executive-level stakeholders and drive long-term revenue growth through strategic account development, business transformation initiatives and solution selling.

You’ll Be Successful If You Are

• A strategic and consultative sales professional.
• Comfortable engaging C-level and executive stakeholders.
• Results-driven with a passion for developing long-term customer partnerships.
• Skilled at navigating complex stakeholder environments and influencing decisions.
• Focused on delivering business outcomes rather than simply selling products.

Key Responsibilities

Strategic Account Management:

• Own and develop a portfolio of strategic Food Retail accounts.
• Build and maintain executive-level relationships within customer organizations.
• Develop and execute multi-year account plans aligned with customer business objectives.
• Identify growth opportunities across hardware, software, SaaS, cloud and services portfolios.
• Drive customer retention, account expansion and profitability.

Business Development:

• Generate new revenue streams within existing accounts.
• Lead complex sales cycles from opportunity identification to contract closure.
• Develop and maintain a strong pipeline of qualified opportunities.
• Coordinate responses to RFIs, RFPs and major tenders.
• Negotiate commercial agreements and framework contracts.

Solution Selling:

• Position TGCS solutions within broader customer digital transformation strategies.
• Promote software, SaaS and cloud-based retail solutions.
• Understand customer operational challenges across stores, front-office systems, POS, self-checkout, omnichannel retail, store operations and retail analytics.
• Work closely with pre-sales, delivery and executive teams to develop compelling customer solutions.
• Establish trusted advisor status with C-level executives.
• Lead business reviews and strategic planning sessions.
• Anticipate customer priorities and market developments.
• Ensure high levels of customer satisfaction and long-term partnership growth.
• Maintain an in-depth understanding of Food Retail trends and competitive dynamics.
• Identify emerging opportunities linked to retail software, SaaS platforms, cloud transformation, AI-enabled retail solutions and store modernization initiatives.

What We’re Looking For

• Successful Key Account Management experience within the Food Retail sector.
• Proven success managing and growing relationships with major national retail accounts.
• Strong track record selling enterprise software, SaaS, cloud, or technology solutions.
• Deep understanding of retail operations and business transformation initiatives.
• Experience leading complex commercial negotiations and multimillion-euro opportunities.
• Existing network within the French Food Retail market is highly desirable.Fluent French and English, with the ability to engage senior stak