We are looking for a Key Account Manager (Hunting) for a leading provider and integrator of IT solutions with over 30 years of experience in the Romanian market. The position is based in Bucharest, Romania.

THE ROLE

The Company is seeking a Key Account Manager to join the team dedicated to the retail segment. He/She will be accountable for growing the fashion & beauty retail vertical or the pharma retail vertical. He/She should be able to identify and capitalize on new business opportunities in these sectors, understanding potential clients’ needs and establishing and developing relationships with them.

The ideal candidate will have a track record of strategically targeting new customers, developing new opportunities, winning contracts in a challenging environment, and maintaining and developing the Company’s business with the existing clients from their assigned segment.

Main responsibilities

• Exploring, developing, and executing new business opportunities within his/her allocated sector;
• Engaging with existing and potential customers to identify and evaluate their specific needs and ways of collaboration, developing and nurturing relationships with them;
• Identifying and developing trusted advisor relationships with key customer stakeholders and executive sponsors, having the ability to understand the organizational culture and specificities of the client;
• Growing the relationships with existing customers by regularly proposing solutions that align with their strategy and/or meet their immediate objectives;
• Acting as the main point of contact in all matters relating to client concerns and needs;
• Building an in-depth knowledge of the assigned market sector and developing trends;
• Strategically researching and prospecting mid-size and large accounts;
• Initiating the first steps of the sales cycle, from prospecting to presentation, to demonstration and producing adapted quotes, leveraging your strong communication skills;
• Collaborating with colleagues in pre-sales to prepare the offers;
• Analysing the market and competition in terms of product range, services, and sales strategy;
• Drawing up and negotiating non-disclosure agreements and contracts, with the support of the legal team, understanding the importance of contractual agreements for both parties;
• Ensuring successful follow-through of the sales cycle by maintaining accurate activity and lead qualification information in CRM application for leads, opportunities, offers, contracts, tasks;
• Analyzing weekly activity / sales / profitability / solution / business line reports.

INTERNAL CONTACTS

He/She will report to the Sales Manager Retail Vertical and will collaborate closely with other departments (e.g., pre-sales, project managers, etc.).

THE CANDIDATE

Requirements

• Demonstrated experience of minimum 3 years either as a Key Account Manager, Sales hunter or related roles in an Information Technology services/consultancy company (must have);
• Background in the pharma retail or beauty & fashion retail sectors is a plus;
• Ability to professionally communicate, present, and influence key stakeholders at all levels of an organization, including executive and C-level;
• Proven knowledge and execution of successful business development strategies;
• Background in negotiating contracts;
• Experience in forecasting and tracking account metrics (e.g. monthly and quarterly sales results and annual forecasts);
• Fluent English;
• Category B driving license.

Professional Profile

• Excellent listening, communication, and presentation abilities;
• Strong interpersonal skills with an aptitude for building relationships with professionals of all organizational levels;
• Drive and enthusiasm for sales, with a high customer orientation;
• Excellent organizational skills;
• Team player, with strong collaboration and influencing abilities.