Key Account Manager - Retail Sales

Country

United Kingdom

Job Family

Commercial

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

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. To be successful, Sales colleagues need to be able to translate client requirements, and needs, 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. This role sits at the heart of GfK’s product offering and therefore the ability to work closely, principally, with Client Solutions as well as other GfK departments, will determine overall success. The sales colleague will need to be able to work across a client’s organisational structure to ensure all opportunities are being uncovered.

This is the ideal opportunity for an early-stage career professional, who seeks a launchpad for a career in commercial consulting and who wishes to develop a broad skillset in data analytics, project management and stakeholder engagement.

Key Activities

  • 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 – utilizing 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

  • 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

  • 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 
     

Required Soft Skills:

  • Communication / interaction skills / authority

  • English (key note / excellent orator)

  • Client oriented attitude / willingness to go the extra mile

  • 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 

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: https://www.gfk.com/about-gfk/diversity-and-inclusion

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: 25 days ago

City: London

Work Area: Commercial

Job Time: Full Time

Requisition ID: R00022445