Purpose of the Job
Global Account Management of one of Collinson’s key strategic payments Network relationships. The role provides leadership and direction to deliver long-term profit and revenue growth through the formulation and implementation of appropriate commercial, operational and product strategies.
Day-to-day management of the Network global account and team and matrix management of the relevant regional commercial teams.
Develop and maintain close, strategic relationships with appropriate contacts.
Support formulation and lead implementation of global strategic account plans.
Line management of the Global Account Manager.
Maintain a strong commercial awareness and understanding of commercial strategy, market intelligence and competitor insight.
Anticipate, understand and respond to the competitive challenges and market issues that may impact the client’s business.
Develop in-depth expertise of complex technical products.
Effective matrix management global of regional commercial teams including training and delegation of appropriate activities and direction of regional account activities.
Collaborate with regional GMs to ensure aligned regional / local strategy and management of matrix reports.
Understand and oversee account operations strategy at global and regional level ensuring alignment of operations with contractual agreements and commercial strategy.
Account administration : ensuring compliance with contracts; set-up of operations including MIS and finance; update systems and records;
raise invoice requests, monitor payments, track outstanding debts.
Identify, investigate and resolve issues and troubleshoot problems for designated accounts.
Negotiate contractual agreements and ensure these are fully adhered to, and assess compliance to contractual requirements.
Use expert understanding of client business and market to : discover and develop opportunities to cross-sell group products discover and develop new business foster incremental growth of business
Coordinate, generate and deliver responses to formal RFI’s and RFP’s.
Monitor and manage client revenues and profitability in order to : Identify threats and opportunities and propose appropriate strategies Monitor and manage client profitability Propose, negotiate and structure pricing to client.
Knowledge, skills and experience required
Senior Account / Relationship management experience ideally in European or International markets.
Good understanding of technology and operations including complex technology products.
Experienced in complex contractual negotiations preferably internationally.
Expert in building relationships with senior staff and directors of blue chip organisations
Commercial awareness and good understanding of international competitive environments.
High level of numeracy and computer literacy.
Fluent in English and preferably another language.
Strong focus on commercial return & operational wins
Uses internal / external expertise well
Balances consumer, client and Collinson’s views
Comfortable with ambiguity; enables others to do so too
Able to balance short and medium term focus
Gravitas, persuasive and credible
Handles conflict well when required
Able to challenge appropriately and to challenge the status quo
Collaborative in approach
Is perceptive about how the organisation works
Seeks feedback and acts on it from all levels
Keen to develop self and others
Is focused on goals
Shows appreciation & understanding of wider business functions and Group businesses & how areas link together
Produces high quality work for clients at all times