Key Responsibilities
Client Strategy & Ownership
1. Lead the full lifecycle management of assigned Global Accounts, including vision-setting and execution.
2. Based on a thorough risk assessment, develop in-depth account plans capturing client strategy, stakeholder mapping, and market dynamics.
3. Define commercial objectives, relationship priorities, and strategic initiatives across each client organization.
4. Align local Key Account Managers and country teams to ensure consistent implementation across all cooperation markets.
🔹 Commercial Leadership
5. Design and execute negotiation strategies tailored to each client's structure and expectations.
6. Lead tender coordination, securing appropriate resources across functions.
7. Own pricing strategy approvals within delegated authority limits.
8. Ensure compliance with group policies, commercial guidelines, and legal requirements.
🔹 Stakeholder Engagement
9. Build relationships with senior executives (COOs, CEOs, Country Managing Directors), including all relevant functions (Retail IT, Legal, Procurement, Finance, Treasury, Operational and Business Retail, Trainings and Marketing).
10. Deploy “Second Face” strategy with Global Blue Management team to deepen influence and embed the partnership value across all relevant leadership levels in the client organization
11. Collaborate with internal teams – KAM, Tech, Product, Operations, Customer Value Creation, Business Intelligence, Digital Marketing, Finance and Legal - to shape priorities and drive execution.
🔹 Prospect Strategy
12. Define approach for top prospects – new clients or markets -, developing tailored pursuit plans and managing follow-up.
13. Work with Country Managing Directors and Heads of Key Accounts to establish local interaction models.
Key Performance Indicators (KPIs)
14. Customer Retention and Satisfaction
15. Net Turnover & Turnover from New Business
16. Market Share Growth
17. Refund Ratio, Issue Ratio, Merchant Commission Ratio
18. New Service Adoption and Cross-Selling Success
19. Internal Collaboration
20. Line Manager, Head of Global Accounts
21. Country Managing Directors and local Heads of Key Accounts
22. Global Technical Account Managers, Product Development and Field Service Management teams
23. Customer Value Creation, Business Intelligence, Digital Marketing
24. Legal, Finance, Operations
Required Background & Experience
25. Minimum 6 years of senior commercial experience in complex B2B environments with long sales cycles
26. Proven success in international client management and tendering
27. Bachelor’s degree required; advanced degree a plus
28. Fluent in English and German; French advantageous
Skills & Competencies
29. Strategic and global mindset with strong business acumen and social competence
30. Excellent negotiation, listening, and interpersonal abilities
31. Resilience and ability to thrive under pressure
32. Competence in multitasking and setting clear priorities
33. Reasonable grasp of / interest for retail tech and payment systems
34. Working knowledge of CRM and financial reporting tools
35. Proficient in MS/Google Office and project management principles