Key Account Manager

Position:

Key Account Manager 

Reports to:

Sales Manager

Location:

Country office

Date:

Mar 2011

JOB DESCRIPTION

Nature and aim of the position

The holder of this position is responsible for managing and developing assigned merchants portfolio for TFS, DCC and Media products 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 AM Sell-out within assigned accounts
• Cross sell GB 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

Main KPI’s

• Net Turnover TFS, DCC, Media, GB Online
• NT/GC ratio
• New business for TFS, DCC, Media, GB Online
• Ageing
• Cross selling to existing accounts

Relates to / cooperates with

Main Function interactions:

• Country Manager, Sales Manager, Marketing Manager, IKAM

Main cross – Function interactions:

• TX, Media

Background and Education

• Genuine sales talent with strong results orientation, passion and determination to reach sales targets
• 2-3 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

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