Key Account Manager, DS

Purpose of the role

The holder of this strategic position is responsible for driving Global Blue’s growth in the Japanese market and is central to maximizing both the tax-free shopping experience for inbound travelers and the sales performance of key assigned Department Stores. The role requires actively managing and improving all key success metrics of the existing portfolio while crucially executing on the mandate to acquire new large-scale merchants to expand our footprint.

Responsibilities

• Develop relationship with important stakeholders within the Department Store

• Support any commercial activities within Department Stores (e.g. Setup and implementation of counters, merchant reports, merchant enquiries, etc)

• Ability to analyse and explain inbound business conditions

• Manage a portfolio of Department Stores

• Delivery of account specific contractual obligations

• Monitoring of KPIs related to assigned accounts

• Improve merchant’s knowledge and expertise with our services

• Accurate use of Salesforce CRM to plan, record and report account specific activity

• Follow GB guidelines and excellent usage of GB sales tools

• Ensure that all relative market and business information is transmitted to the organization in an updated, qualified and transparent way

• Support all Department Store requests

• Willing and able to travel to various Department Stores located throughout Japan to conduct meetings, site visits and trainings

Main KPI’s

• Total Revenue of existing clients and Revenue from new business

• Retention of key merchant contracts and retention rate of merchants

• Relationship with senior management of merchants

• Non-Cash hit-rate (usage of non-cash option such as Credit Card or Alipay, etc)

• Customer retention rate

• No of new large-scale merchants acquired

Skills

· Self-motivated, customer focused and target driven

· Team player

· Structured and organised

· Excellent customer relationship and management skills

· Business acumen and commercial understanding of all stages of the sales cycle

· Good written / verbal communication and presentation skills

· Ability to sell solutions

· Attitude to solve problems by suggesting solutions

· Good knowledge of MS Office products and CRM tools

· Proactive Attitude

Qualifications and education requirements

· Minimum 5 years’ experience in Account or Sales Management

· Required: Written and conversational Business Japanese

· Preferred: Written and conversational English

· Strong relationship building skills

· Preferred experience in corporate sales or account management within the Department Store, Luxury Retail, Financial Services, or Inbound/Hospitality sectors.

· A strong network within the retail industry will be highly preferred.

· Good understanding of inbound travel business

· Sales talent with strong results orientation, passion and determination to reach sales targets

· Hands on experience in proposing, planning and carrying out marketing and sales events.

· Proven experience working with partners and stakeholders in leading and coordinating technology projects, especially those involving Payment, CRM, or Data Analytics solutions for retail partners.

· Demonstrate good presentation skills to conduct training