Account Manager
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Purpose of the Role

  • Direct the strategic planning for client renewal and retention strategies for the account management function in specified geographic area
  • Own client relationship based on one commercial face to client for A Accounts; sell all solutions in portfolio.
  • Is responsible for account and business management of a portfolio of clients and projects
  • Is responsible for revenue generation / maintenance, overall client satisfaction, relationship management, and delivering exceptional insight and consulting
  • Works in partnership with clients and their teams to identify client issues, expectations and requirements and balance them against budget, time and delivery constraints
  • Key Activities

  • Develop and execute account strategies to achieve revenue targets and service goals for the largest and most complex accounts in the organization.
  • Provide leadership and direction to the account management function and its staff across a region or in the assigned territory.
  • Involved in pricing strategies, contract negotiations, and possibly supply chain management strategy.
  • Identify and manage interactions with assigned group of existing customers to identify cross / up and repeat sales opportunities.
  • Resolve problems and ensure customers receive high quality customer service.
  • Work with internal and external business partners to ensure that account expectations are met.
  • Build, maintain, and strengthen relationships with strategic customers to maximize the organization’s business interests.
  • Dedicated key account management includes wider regional responsibility. Proactive managing account to ensure GfK standards are consistently met
  • Support the wider regional targets through strategic target setting, sales management and revenue achievement
  • Identify account needs (new and existing) to generate interest and leads for GfK portfolio (incl. up-sell and cross-sell)
  • Fosters client growth with new business development and project management of more than one industry
  • Secure and tap white spots and external sales to generate revenues and support exceptional insight and consulting
  • Developing a Network of Key Contacts within the Industry through active attendance and contribution to leading events.
  • Acquiring new clients within respective business area.

  • Configure off-the-shelf / branded solutions and lead design process for complex / bespoke solutions
  • Define prices / discounts based on pre-defined corridors and rate cards
  • Develop proposal strategy and create proposal document using proposal library as applicable
  • Revenue

  • Strategy Implementation : Ensure key messages of Global, Regional and Panel strategy are interpreted, understood and implemented across the respective panel.
  • Panel Forecasting : Manages, forecasts and achieves the revenue budget for the Panel in the Middle East
  • New Clients : Ensure all potential clients are identified, approached and developed to maximize revenue potential of panel.
  • Contracts : Handles contract development and negotiation to successful resolution, meeting with GfK standards
  • Lead Development : Is responsible for client management activities including identifying opportunities to broaden GfK’s penetration into the client’s business and enhancing client satisfaction for long term relationships.
  • Retention : Through commercial excellence achieves GfK Global Retention targets for a set list of clients
  • Key Interfaces

  • GfK colleagues within the country
  • Cluster Leads
  • Regional Managers and Directors RAM / GKAM
  • Clients / retailers within the country Regional Managers and Directors RAM / GKAM
  • Skills required

  • Agile mindset
  • Customer focus
  • Entrepreneurial spirit
  • Sales DNA
  • Advanced in MS Office
  • Expert knowledge of GfK Systems and standard terms
  • Basic knowledge in statistics
  • Expert level in English
  • Expert in analysis and presentation skills (creation and presentation)
  • Expert in Fact Based Consultancy / Story Telling / Negotiation & Influencing
  • Experience in Retail Audit Methodology and on universe and sample will be an advantage
  • Expert Management skills
  • Typical Education and Work Experience required

  • Bachelor’s / Master’s degree in business, (social) sciences, or equivalent experience
  • Typically at a minimum 10+years of work experience in market research industry, thereof 6 + years’ experience in an account management role
  • Profound work experience and established network in multiple industries
  • We offer an exciting work environment that brings people together. We encourage an entrepreneurial and innovative spirit.

    We make use of the latest digital technologies. We are looking for self-starters, who accept challenges and create solutions.

    Can there be a better place to take center stage in the digital revolution? We are excited to getting to know you!

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