Vp Account Management, Italy

2 settimane fa

Milano, Italia ESW A tempo pieno

**The Opportunity**

We're looking for a VP Account Management to develop and drive the account strategy for our Enterprise customers in Italy. You will take care of a portfolio of strategic & key customers, ensuring they consistently grow in revenue and profit whilst ensuring ESW is delivering and meeting clients' expectations in close collaboration with the Service Team in Dublin.

You will support the assessment of customers' ongoing needs by conducting periodic strategic reviews, uncover areas for additional revenue growth, and help them to make informed judgements regarding ESW product offerings.

You will be responsible for guiding and driving business development opportunities and effectively onboarding new customers to the existing portfolio. The role includes strategic development and supporting customer retention planning.

You will work with cross-functional teams to develop strategies and stay informed of the latest trends and technological advancement in the retail eCommerce space and cross-border fulfilment.

**Key Responsibilities**
- Oversee and cultivate customer relationships at all levels that strengthen and broaden ESW's influence and coverage as measured by customer satisfaction
- Develop and drive the account strategy for customers in partnership with sales and other internal stakeholders
- Oversee a portfolio of customers ensuring they consistently meet/exceed revenue & profit objectives
- Be recognised by the customer as the key point of contact and own all strategic communication with the customer
- Conduct the MBR/QBR process with the customers and internal stakeholders
- Become an authority on the customer's industry and business
- Liaise with internal service departments to ensure that any customer issues are dealt with in a timely and efficient manner
- In partnership with the customer and internal functions, drive account improvement initiatives in the areas of growth, innovation, service, profitability and cost optimisation
- Develop and support necessary marketing initiatives to enable lead generation and prospect identification
- This role is to cover the Italian market so travel to customers will be essential

**Key Accountabilities**:

- Monitor and review customer forecasts, trends and KPIs, communicating the relevant impact to internal stakeholders with the corporate service team
- Monitor overall performance to contract, SLA, KPI on revenue & margin, key business programs and customer projects
- Ensure we are bringing to our customers the optimum solutions and programs to increase revenue
- Give input to the roadmap of strategic programs and improvement initiatives with the customer which are delivered by the corporate team in Dublin
- Direct regional partner relationships and work closely with our partners to support their sales of the ESW product
- Develop a full understanding of the market and construct effective sales strategies and value propositions
- Become an authority on the customer's industry and business to ensure we are bringing to our customers optimum solutions and programs to increase revenue
- Own all strategic communication with the customer, providing updates on SLA performance, key programs, and solution schedules

**Key Experience & Skills**
- Excellent relationship building and influencing skills, with both external and internal stakeholders
- Knowledge of how to manage customer expectations and set realistic goals with customers and internal service functions
- Strong commercial acumen, with aptitude to present and negotiate contractual and commercial terms and conditions
- Ability to perform financial and numerical analysis
- Detailed knowledge of the online retail sector within Italy, with existing relationships at decision maker level within organisations
- eCommerce process expertise, with a full understanding of the B2C sector, particularly regarding the customer experience and key obstacles within cross border trade
- Strong analytical, communication, and negotiation experiences, with a high degree of persistence and resolve to achieve targets
- Experience of leading planning workshops with Customers to define future roadmap schedules for a breadth of customer solutions
- Strong account management discipline, process and structure
- Demonstrated experience growing strategic and accounts

**Desired Qualifications**:

- Relevant business or professional qualification (MBA or equivalent)
- At least 8 years of proven success in account management with a minimum 5 years of experience in the eCommerce sector

**What's on offer?**
- Flexible/Hybrid Working Model
- Career growth - tailored learning & development, tuition assistance and professional certification.
- Health & Wellbeing - dental & health insurance, reduced corporate gym membership.
- Work Life Balance - 25 days annual leave, flexible working, sports & social club.
- Family - paid maternity & paternity leave, life assurance, income disability cover.
- Financial - competitive salary, pen

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