Key Account Manager

Job Purpose / Mission
The Key Account Manager is responsible for selling Ingenico terminals, solutions, and services. He/she will carry out all necessary duties and assignments given by leadership to maintain and manage business efficiently. The role involves both hunting for new customer/partner accounts to increase business footprints in assigned territories/geographies and managing existing clients by supporting their business with Ingenico offers, helping them grow, and fulfilling their demands effectively.

The position also requires managing after-sales activities, including issue resolution, project supervision, outstanding collections, promoting Ingenico offers, and organizing customer workshops/meetings/events with the help of internal teams. Additionally, the role involves closing business negotiations with customers/partners for commercial, service, and legal contracts in coordination with legal, finance, operations, solutions, and project teams.

The Key Account Manager will be responsible for coordinating among stakeholders and monitoring their deliverables to ensure client requirements and company standards are met.

Key Responsibilities

• Act as the lead point of contact for all matters related to assigned customer accounts.
• Manage sales across sectors for payment solutions through a value-selling approach. Identify revenue opportunities, prepare tailored offerings, and develop formal service proposals.
• Interact with stakeholders at all levels to provide new-age payment solutions and close value-adding deals for both clients and Ingenico.
• Develop and maintain a sales pipeline of enterprise clients and convert opportunities into revenue.
• Increase market share by analyzing market trends, competition, and delivering value-driven client solutions.
• Demonstrate strong negotiation and communication skills when dealing with demanding clients.
• Satisfy customer needs and requests, respond to queries promptly, and ensure a positive customer experience.
• Build long-term, successful client relationships and drive business growth.
• Log and report account and transaction status in the SFDC portal, monitoring sales metrics such as quarterly results and annual forecasts.
• Promote Ingenico's competitive advantages and translate them into tangible customer benefits.
• Translate customer challenges into Ingenico solutions and services.
• Develop an in-depth understanding of customers' corporate goals, business plans, financial performance, market environment, competitors, and organizational structure.
• Liaise with cross-functional internal teams (customer service, product development, etc.) to improve the overall customer experience.
• Build strong relationships with key customer decision-makers, understanding their goals and meeting them regularly.
• Communicate customer product requests and enhancements internally.
• Supervise project tracking for assigned tasks, ensuring timely delivery and resolution of issues.
• Handle sales negotiations, proposals, and closing of business opportunities.
• Manage outstanding collections and ensure timely payments by clients/customers.
• Identify emerging markets and shifts while staying updated on competition and new products.

Skills / Competency Specification
Core Competencies & Skills

• Strong understanding of sales performance metrics.
• Excellent communication and negotiation skills.
• Ability to deliver projects and address client inquiries on time.
• Business acumen and problem-solving mindset.
• Strong presentation skills (designing and presenting).
• Proficiency in MS Office (Excel, PowerPoint, Word).
• Experience handling government RFPs and tenders.

Behavioral Skills

• Empathy: Ability to identify with customers, build rapport, and gain trust.
• Focus: Balance empathy with goal-setting and translating goals into customer solutions.
• Responsibility: Take accountability without defensiveness or blame.
• Optimism: Persistence and resilience in overcoming sales challenges.
• Listening & Communication: Strong foundation for building client relationships.

Languages

• English and Hindi: Fluent (reading, writing, and speaking) – compulsory.

Education & Experience Requirements

• Education:

• University technical degree in related science or equivalent experience (B.Tech / M.Tech / M.Sc. / B.Sc.).

• MBA (Sales & Marketing / Systems / Telecom) preferred.

• Experience:

• 8–10 years of experience in Sales Management within the Fintech or Banking industry.