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Global Account Manager, ShopperTrak

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Sales & Marketing
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WD30050814215 Requisition #
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Global Account Manager

What you will do
ShopperTrak, a part of Johnson Controls, helps retailers, malls, and entertainment venues around the globe understand when shoppers are coming through their doors, where they’re going, and how to make the most of that information. Our solutions increase traffic, conversation rates, and transaction size, ultimately leading to organic revenue growth.

ShopperTrak invented the business of counting analytics and continues to stay at the forefront of the industry. We continue to add technology, capabilities and expertise that help us accurately understand consumer behavior throughout the entire shopping lifecycle. We’re a retail analytics company, in the business of driving efficiency and profitability.

The Global Account Manager will lead, maintain, and develop ShopperTrak’s business relationship with our largest and multi-country clients. This will including driving the development of the next generation of multi-country strategic clients, developing and executing strategies to expand and enhance the business relationship, and drive revenue growth, share of wallet gains and cross-sell penetration for ShopperTrak.

As a Global Account Manager, you will become and be seen as a “trusted advisor” in the clients’ eyes and become the go-to person for all business challenges ShopperTrak can help to address.

How you will do it

  1. Build and execute a strategic plan to deliver growth of and within the client base:
    • Identify existing clients that have multi-country potential and create a development path, either through widening their geographic coverage and/or upsell of enhanced solutions
    • Identify new clients, where no existing relationship exists, who are key global retailers in ShopperTrak’s optimum market place
    • Identify multi country prospects currently serviced by competitors and create the compelling software/services proposition to convert them to ShopperTrak
  2. Meet Financial Commitments:
    • Achieve and exceed the revenue budget for the client base. This to include contracted as well as “net new” business
    • Achieve and exceed the revenue budget for new strategic accounts
    • Achieve/exceed targets for margins
  3. Deliver excellence in Customer Service:
    • Ensure effective Account planning process is implemented and action plans are followed up
    • Develop and execute best practice model for engaging with clients to better drive and direct our innovation process
  4. Ensure clients perceive team as delivering genuine thought leadership and innovation:
    • At least one truly “innovative” proposition developed, sold (and publicised internally) per client during each financial year
    • Achieve discipline in dissemination of thought leadership material - White Papers/Insight reports etc.- and the provision of client feedback to originators of the material which helps shape and direct our thought leadership agenda
    • Improve frequency and effectiveness (purpose and output) of Executive Sponsor engagement across client base

What we look for

Required

  1. BA Degree level or equivalent years of applicable experience
  2. 10+ years of B2B sales experience with demonstrated track record of excellence in sales results
  3. Understanding and experience of the Retail sector
  4. Proven relationship building skills at Director/”C”-Level
  5. Demonstrable results in growing revenues within a defined client base
  6. High level of numeracy including the ability to effectively communicate “hard” benefits such as ROI – NPV/payback periods/IRR
  7. Demonstrable leadership skills, particularly of “virtual” teams
  8. Proven ability to work effectively and manage multiple stakeholders in a matrix environment
  9. Demonstrable experience and success in leading high value $1M+ tenders
  10. High levels of drive, energy and results-orientation
  11. Excellent networking skills
  12. Excellent spoken/written communication skills
Preferred
  1. Personal business contacts across the most senior levels within client portfolio
  2. Understanding of product and service offerings comparable to those offered by ShopperTrak
  3. Well known and respected in the relevant industry sector
Who we are

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and you need an accommodation during the application process please email SpecialAccommodations@Tyco.com

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