Ingenico is the global leader in payments acceptance solutions. As the trusted technology partner for merchants, banks, acquirers, ISVs, payment aggregators and fintech customers our world-class terminals, solutions and services enable the global ecosystem of payments acceptance. With 40 years of experience, innovation is integral to Ingenico’s approach and culture, inspiring our large and diverse community of experts who anticipate and help shape the evolution of commerce worldwide. At Ingenico, trust and sustainability are at the heart of everything we do.
Role Overview
The Key Account Manager (KAM) – Retail is responsible for developing, managing, and growing strategic relationships with major retail clients. The role requires a strong blend of commercial acumen, customer-centric mindset, and the ability to manage complex solution sales cycles (hardware, software, and services). The KAM will act as the primary business partner to top-tier retail accounts, ensuring long-term satisfaction, revenue growth, and alignment with the company’s strategic objectives.
Key Responsibilities
1. Account Management & Growth
Develop and execute account strategies to achieve revenue, margin, and growth targets.
Identify new business opportunities within existing accounts (cross-sell, upsell, new solutions).
Ensure account plans are updated regularly with clear objectives, pipeline, and action plans.
2. Client Relationship Management
Act as the trusted advisor and primary point of contact for key retail clients.
Build strong multi-level relationships (executive, operational, technical).
Ensure customer satisfaction and proactively address issues, escalations, and contract renewals.
3. Sales Execution
Drive the full sales cycle from opportunity identification to contract signature.
Lead negotiations on commercial terms, pricing, and agreements.
Collaborate with pre-sales, product, operations, and customer success teams to deliver tailored solutions.
4. Market & Business Insights
Monitor market trends, competitors, and customer needs in the German/Austrian/Swiss retail sector.
Provide feedback to product and marketing teams to influence future solutions.
5. Internal Collaboration
Work closely with colleagues across Europe to share best practices and align on multinational retail accounts.
Report regularly on account performance, forecasts, and pipeline progress.
Profile & Qualifications
6. Education: Master’s degree in Business, Sales, Marketing, or equivalent.
7. Experience: 8+ years in B2B sales, with proven success in account management or business development, ideally within retail, payments, fintech, or technology sectors.
8. Strong track record of managing large/complex accounts and exceeding sales targets.
9. Excellent negotiation, presentation, and communication skills (German& English fluent).
10. Strong analytical and problem-solving mindset.
11. Ability to work autonomously, manage priorities.