Key Account Manager - Retail Sales

GfK UK ,
London, Greater London
More Details
Job Type: Full-time
Salary: £40,000 per annum

Overview

For over 80 years, GfK has been a reliable and trusted insight partner for the world’s biggest companies and leading brands who make a difference in every consumer’s life - and we will continue to build on this. We connect data, science and innovative digital research solutions to provide answers for key business questions around consumers, markets, brands and media. With our headquarters in Germany and a presence in around 60 countries worldwide, you benefit from our global company with a diverse community of 9,000 employees. Job Description Sales within GfK, 'owns’ the client relationship - encompassing prospecting, negotiation, ensuring effective and timely delivery through the product teams and renegotiation of contracts. Our Clients will see their Sales representative as their principle contact with GfK and as a result, Sales personnel need an impressive array of skills & abilities to ensure that a Client centric relationship is established whilst protecting GfK’s interests. Principally this is a commercial role, where sales targets and the renewal of existing contracts will comprise the majority of the workload. The Key Account Manger - Retail Sales manages several key retailer relationships that are vital to our business and also contribute hundreds of thousands of £ of annual revenue. Reporting to our Head of Retail UK, the Key Account Manager - Retail Sales partners with our retailer clients to manage the overall relationship they have with GfK and is their touch point to our business. The Key Account Manager - Retail Sales sustains and grows GfK's presence within this client base, highlighting potential new opportunities to up-sell add on research/insight solutions as well as actively participating in new sales and renewal of existing contracts. The successful candidate will be focused, determined and able to operate under their own initiative whilst representing GfK’s brand and ideals across the retail client base. A successful Key Account Manager - Retail Sales is able to translate client requirements, and needs, to GfK’s products and services; where products are not available the post holder needs to articulate the client’s wishes to the product teams for evaluation. The Key Account Manager - Retail Sales has high visibility within the wider UK Commercial function and will be responsible for contributing to increases in new revenues across the UK business. This role would suit an early - mid career stage sales or commercial professional who has demonstrable previous experience of new business development and retention with total client contract value below £1 million, ideally for a digital product or consulting solution provider. Key Responsibilities: Highlight potential and win new business opportunities for GfK Client negotiations both for new sales and renewals Continuous upselling of add-on services (dashboards, countries/regions, frequency etc.) Client pitches - utilising wider GfK expertise as and when required Develop, sustain and grow GfK’s presence with client base Manage overall client relationship with GfK, liaising with internal departments to provide a client-centric experience. Build go-to-market account plans in conjunction with the Head of Retail. Consult with clients about how to leverage the power of GfK’s insights to best support their business Ensure maximum communication with the other internal GfK departments. Build relationships that will support the growth needed for GfK’s insights. Meeting monthly sales objectives; exceeding assigned quarterly and annual quotas Consistent quota achievement. Skills & Experience required: Client / Industry Deep understanding of client’s organisation Ability to network GfK’s services and products to match client’s business requirements Ability to work with other GfK product experts to provide truly outstanding client analysis Build effective relationships with client’s support functions (procurement, legal, etc.) Ability to highlight client issues and convert to opportunities for the Sales team Commercial skills Ability to build lasting client relationships Ability to hunt-out and quantify, market opportunities Accurate revenue forecasting Understand and 'sell’ the value of GfK’s proposition CRM Management Liaison with GfK stakeholders for current and developing opportunities White spot analysis Invoicing and payment status Offer/Negotiation/Legal Develop offer and negotiation strategy and tactics Understand GfK’s discount structure and how to construct winning offers Storytelling ability and presentation skills Contract execution - from client signature to internal processes This role can be based in either our Woking, Surrey or Canary Wharf, London offices

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