Account Manager

Account Manager, Retail

• Manage and grow a Retail client account, ensuring strong commercial and client relationships.

• Develop and maintain trusted relationships with key business and technology stakeholders.

• Own the day-to-day account management, revenue, pipeline, and forecasting activities.

• Drive account growth through upselling, cross-selling, renewals, and new opportunities.

• Develop and execute an annual account growth plan aligned with client priorities.

• Build and maintain a strong sales pipeline to achieve revenue and growth targets.

• Identify new opportunities across Digital, Cloud, Data & AI, Automation, Application Modernisation, and Managed Services.

• Work closely with delivery teams to ensure high-quality service delivery and client satisfaction.

• Act as the primary point of contact for commercial and relationship management.

• Conduct regular account reviews, QBRs, governance meetings, and stakeholder meetings.

• Proactively manage client concerns, escalations, risks, and commercial issues.

• Lead proposals, RFPs, renewals, statements of work, and contract discussions.

• Track account revenue, margins, billing, collections, and commercial performance.

• Maintain accurate CRM, opportunity, pipeline, and sales forecasts.

• Understand the Retail clients business strategy, challenges, competitors, and transformation priorities.

• Identify opportunities to expand existing engagements into larger and longer-term programmes.

• Coordinate internal Sales, Consulting, Architecture, Technology, and Delivery teams to support account objectives.

• Demonstrate strong knowledge of the Retail value chain, including:

• Stores and operations

• E-commerce and digital channels

• Supply chain and logistics

• Merchandising and pricing

• Customer loyalty and personalization

• Marketing

• Finance and HR

• Data and analytics

• Understand emerging Retail trends and translate them into business opportunities for the client.

• Bring innovative ideas and propositions that address the client’s strategic challenges.

• Build strong relationships with client procurement, commercial, IT, and business teams.

• Develop client advocacy and reference opportunities through successful delivery and relationship management.

• Contribute to making the account a profitable, growing, and strategically important Retail client relationship.