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Account Manager
4 months ago
Date: May 23, 2024- Company:
- Location: Melbourne, AU, 03169Ingenico is a global leader in the fintech market, with more than three decades of experience and employs over 7,500 people. Its footprint gives scale to projects and talents. Innovation is part of our DNA and our diverse community of experts keep anticipating the evolution of commerce worldwide.
We provide merchants with a comprehensive and innovative range of services and solutions that eliminate payment complexity and make purchasing quick, seamless and secure for consumers, whatever the sales channel or payment method.
**The opportunity**
- Overall account management of allocated client portfolios to deliver Ingenico’s revenue and profitability, and manage risk and client satisfaction
- Lead the end-to-end client relationship initiatives (account planning, opportunity management, proposal development, and resource engagement within Ingenico)
- Plan and execute strategies to deepen the engagement and partnership with nominated clients
- Drive new solutions and services to grow Ingenico’s revenue portfolio
- Broaden client network and interactions across the client organisations
**Areas of Responsibility**:
- Develop an in-depth knowledge of allocated client(s) environment(s), including competitor analysis and positioning
- Define and maintain a strategic account plan, with regional and/or global Business Development Subject Matter Experts
- Diagnose customer needs and recommend value-based solutions that reflect a clear understanding of Ingenico products and services, primary differentiators, client segments, and key competitors’ offerings
- Drive all activities to deliver agreed milestones with the client, including relationship-building and growth at all levels, sales pitches, tender process ownership and contract negotiation
- Prepare, drive and be accountable for the formulation and content of all propositions and Offer Reviews including adherence to delegation of authority (DOA)
- Follow up on global and regional marketing campaigns for products and services
- Contribute to the preparation of the budget and manage accurate revenue forecasts
- Negotiate contracts and any change requests within or outside of the contract
- Manage and update client and contact information within Salesforce
- Comply with the use and integration of company standard tools and processes
- Provide regular reports on Portfolio progress and client satisfaction
- Maintain and manage initiatives / issues log for the allocated clients
- Escalate any problems to senior managers to ensure clients feel valued
- Ensure orders are delivered as agreed with the clients
- Client reporting to ensure SLAs and key issues are tracked and managed
- Relationship management - including mapping Ingenico leaders with customers
- End to end initiatives delivery (from inception to delivery) via coordination of internal Ingenico resources
- Commercial and contract management
- Clear account, opportunity, and risk planning
- Escalation management within Ingenico to ensure the leadership team are aware of issues and that resolution plans are developed
- Revenue and forecast management
**To be successful in this role you will require**:
**Skills**:
- Payments industry knowledge
- Payment technology solutions knowledge - to enable valuable conversations with key decision makers and gate keepers
- A good understanding of logistics and service operations
- Disciplined sales management skills (planning, forecasting)
- A knowledge of Salesforce is desirable
**Experience**:
- 5-8 years in end-to-end account management (covering account planning, client relationships, opportunities management, commercial negotiations, delivery management, cross-functional team leadership)
- Experience in the payments technology business
- Core Requirements- Excellent communication (written and verbal)
- Good time management - ability to prioritise and multitask
- Ability to work well within your team and autonomously
- Ability to be proactive and take initiative
- Meet KPIs
**Qualification**:
- Tertiary qualification
**Competencies**:
- Highly disciplined and organised
- Strategic thinker
- Account management and overall leadership
- Senior client relationship management and development
- Customer business analysis
- Dedication to customer service
- Solutions and proposal writing and development
- Solution sales process management
- Commercial negotiation
- Customer project management
- Business development
**Compliance**:
- Contribute to health and safety at work by identifying, reporting and controlling hazards and promptly reporting incidents
- Comply with all applicable company policies
- A favourable Police Check and other background checks are required
**Information Security**
- Comply with company policies and procedures in relation to Information security and confidentiality
- Avoid working in a manner that represents any unacceptable risk to information security, including non-work act
