Key Account Manager - Retail Sales

Primary Recruiters:

Elaine Irvine, Philip Lynch



United Kingdom


Job Family:


We show the world what people want.

Join GfK and help us shape tomorrow. As an NIQ company, we are the world's leading consumer intelligence firm, delivering the Full View™ on consumer behavior. We work to enable manufacturers and retailers better understand what consumers really want. Our name has inspired trust for over 89 years because we take pride in discovering new pathways to sustainable growth for our clients, our people, and our planet.

We are always looking for open-minded people who will grow with us, push boundaries, and pioneer disruptive methods in market research, data science, technology, and AI. If you share this passion to drive things forward and the integrity to insist on doing things the right way, we'll equip you to take your future into your own hands and play a leading role in our story.

Job Description

Our employees, the shapers of tomorrow, are empowered to bring new bold ideas to life by connecting unique datasets, science, and digital research. We encourage innovation and offer global career and fast development opportunities. This is why the world’s largest companies and leading brands know GfK as their trusted partner.

Sales within GfK, 'owns' the client relationship – encompassing prospecting, negotiation, ensuring delivery through the product teams and renegotiation of contracts. Our retail partners will see their sales representative as their principle contact with GfK and as a result, sales personnel need an impressive array of abilities to ensure that a partner-centric relationship is established whilst protecting GfK's interests. This is a commercial role, where sales targets and the renewal of existing contracts, and winning new contracts, will comprise the majority of the workload. To be successful, sales colleagues need to be able to translate client requirements, to GfK's products and services; where products are not available the sales colleague needs to articulate the client's needs to the product teams for evaluation. You will sit at the heart of GfK's product offering and therefore the ability to work with the Client Solutions teams, and other GfK departments, will determine overall success. The sales colleague will need to work across a client's organisation structure to ensure all opportunities are being uncovered.

You're good at:

  • Highlighting potential and win new business opportunities for GfK.

  • Client negotiations both for new sales and renewals.

  • Upselling of add-on services (dashboards, countries/regions, frequency etc.)

  • Client pitches – using wider GfK expertise.

  • Develop, sustain and grow GfK's presence within retailer partners' base.

  • Manage overall client relationship with GfK, working with internal departments to provide a client-centric experience.

  • Build go-to-market account plans together with the Head of Retail.

  • Consult with retail partners about how to use the power of GfK's insights to best support their business.

  • Ensure communication with the other internal GfK departments. Build relationships to support the growth needed for GfK's insights.

  • Meeting or exceeding assigned half-yearly sales targets.

You can bring:

Client / Industry

  • Deep understanding of retail partners' organisation

  • Network GfK's services and products to match client's business requirements

  • Work with other GfK product experts to provide outstanding solutions

  • Build relationships with partners' support functions (procurement, legal, etc.)

  • Highlight issues and convert to opportunities

Commercial skills

  • Ability to look for and quantify market opportunities

  • Understand and 'sell' the value of GfK's proposition

  • CRM (Salesforce) Management

  • Liaison with GfK partners for current and developing opportunities

  • White spot analysis

  • Invoicing and payment status


  • Develop offer and negotiation strategy

  • Understand GfK's discount structure and how to construct winning offers

  • Storytelling ability and presentation skills

  • Sales skills (Sandler or equivalent)

  • Negotiation skills (GAP or equivalent)

  • Contract execution – from client signature to internal processes

Project Management (basic)

  • Offer/negotiation as a project

  • Script/Storyline for team offers and negotiations

  • Implementation and follow through

Self / Personality

  • Communication / interaction skills / authority

  • English (key note / excellent orator)

  • Client oriented attitude

  • Intercultural competencies and sensitivity

  • Integrity

  • Warmth / empathy / ability to build sustainable relationships

  • Eagerness to expand within client organization

  • Software skills / MS Office

  • 'Active listening' skills

Don't meet every single requirement? Some people are less likely to apply unless they meet all the requirements listed in a job specification. GfK is looking for self-starters to join our innovative team keen to take on a new challenge. So, if you're excited about this role but your skills and experience don't align perfectly with every requirement we've listed, we still encourage you to apply. You may be just the right candidate for this or other roles.

We offer a hybrid working model to the majority of our colleagues (normally x2 days p/w in office) and competitive core benefits as well additional benefits including:

  • Local benefits listed below

  • Interest free season ticket travel loan

  • Discount Gym Membership via 'Gympass'

  • Eye care scheme

  • Comprehensive Employee Assistance Program

  • Fantastic training and development opportunities – our inhouse training team hosts a wide range of internal and external course.


We are an ethical and honest company that is wholly committed to its clients and employees. We are proud to be an inclusive workplace for all and are committed to equal employment opportunity, focusing on all of our employees reaching their full potential. 

We respect and value every employee regardless of race, ethnicity, gender, sex, sexual orientation, age, personality, experience, culture, faith, socio-economic status, or physical or mental disabilities.

We endorse the core principles and rights set forth in the United Nations Declaration of Human Rights and the Social Charter of Fundamental Rights of the European Union, promoting the universal values of human dignity, freedom, equality, and solidarity.

Learn more about how we are driving diversity and inclusion in everything we do on:

At GfK we work collaboratively with our colleagues but offer a flexible working approach, including dividing our time between office & remote working as well as the opportunity to flex our working hours around team core hours.

We offer an exciting work environment that brings people together. We encourage an entrepreneurial and innovative spirit and 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 get to know you!

GfK UK has committed to a net zero carbon emissions policy by 2026.

Posted: 43 days ago

City: London

Work Area: Commercial

Job Time: Full Time

Requisition ID: R00021389