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.
Harnessing the power of our workforce, the greatest asset we have is our people. As part of GfK, you can take your future into your own hands. We value talent, skills and responsibility and support your development within our international teams. We are proud of our heritage and our future: Currently we are in the latter stages of a transformational journey from a traditional market research company to a trusted provider of prescriptive data analytics powered by innovative technology. This is only possible with extraordinary people and this is why we are looking for YOU to help create our future. For our employees as well as for our clients we pursue one goal: Growth from Knowledge!
Regional Strategic Account Manager (RSAM)
The Regional Strategic Account Manager (RSAM) is responsible for the regional commercial activities associated with their nominated Strategic Accounts (Accounts) and accountable for achieving the regional target set by GfK. The RSAM closely collaborates with the Global Strategic Account Managers and other GfK sales representatives to reach these financial targets for their Accounts. Therefore, the RSAM will proactively align with the country President for Strategic Accounts as well as the respective country Vice President to ensure the business has a clear understanding of revenue forecasts, major opportunities and customer satisfaction. Being accountable for business development with GfK’s strategic key accounts, the RSAM provides transparency on business performance, accurate pipeline and forecasts and to identify reasons for potential result deviations. A key task is to lead, orchestrate and manage opportunities, contracts and relationship directly for their client’s regional organization.
RSAMs are responsible for influencing the GfK development roadmap (Product Solutions, Data Quality, Panel Setup & Management etc.) based on our understanding of GfK client's current & evolving needs.
RSAMs report either into the President for the Region or to an appointed Vice President and are also responsible for alignment with the President of Strategic Accounts who will lead priorities for the Strategic Accounts globally.
RSAMs regional responsibilities aligned with the President of Strategic Accounts:
Create a regional view and feedback on GfK products and services that are relevant for their Accounts and the right way to promote these to clients including: product offers, pricing, people performance, marketing campaigns
Reinforce GfKs value proposition and develop trust to enable future business opportunities. Proactively lead regional and local pitches where necessary to ensure powerful proposals and convincing presentations are delivered globally
RSAM’s are to support the creating and maintenance of the strategic account plans, identify opportunities and developing action plans to achieve client engagement leading to revenue growth
Increase client connections at a regional level and in key markets in terms of quantity (no. of relevant contacts) and quality (e.g. by realizing clients’ business challenges, by getting a seat on clients’ table for strategic decisions, by getting aware of clients’ financial processes that impact GfK business). Developing access to senior stakeholders with global budget sign-off is a key success factor.
Orchestrate and review opportunities for regular sales pipeline and status of achieving targets Support to enhance local client specific stakeholder mappings in terms of quantity (no. of relevant contacts) and quality (client intimacy)
Build virtual teams and meeting routines to ensure mutual update on overall account progress on a global level and in line with the Account's own organization and business needs
Approve relevant proposals, sensitive business documents and client-specific activities, if necessary
Get crucial GfK business decisions in order to overcome sales barriers and to increase sales efficiency
Identify needs to support business development and implementation of best-in-class commercial skills, incl. tools, trainings, coaching
Run Quarterly Business Reviews with the client’s senior stakeholders to ensure GfK’s value is clearly understood, we are aware of the client’s satisfaction level and that we can enter global contract negotiations with a full understanding of the Client’s position as it relates to GfK’s contract
Liaise with country teams to ensure transparency on given sales targets, deliverables and forecasts for the respective market
Communicate outcomes and actions from the Account Plan that are relevant for the countries and track process to achievement
Supports monthly, quarterly and annual setting & achievements of objectives
Support the increase of client connections at a regional level
Support major pitches, proposals, presentations and marketing campaigns where this increases the potential to win business. Advise and support on regional and local commercial activities
Very strong customer focus
Ability to engage client conversations on senior levels and to relate client issues to GfK's capabilities
Capable to build sales excellence organization
Strong digital and lateral leadership competencies
Accountable for results for a set of pre-defined clients within the region
Exceptional listener with ambitious sales mindset
Problem solver with intercultural experience
Ability to negotiate high value contracts (>$1 million) at a senior level
Strong focus to close deals, strong result-orientation
Excellent understanding of GfK solutions to translate client needs into GfK’s product portfolio and for specific market teams
Detailed knowledge about GfK’s financial processes and guidelines
Strive for digital data solutions
Previous experience of business development or high level key account management with multinational optical & imaging product manufacturers is desirable.
We offer an exciting work environment that brings people together. We encourage an entrepreneurial and innovative spirit. We make use of the latest digital technologies. We are looking for self-starters, who accept challenges and create solutions.
Can there be a better place to take center stage in the digital revolution? We are excited to getting to know you!