Key Account Manager

What you will do. A glimpse in your role

As a Key Account Manager, you will be responsible for managing and developing an assigned portfolio of merchants across Tax Free Shopping (TFS), Dynamic Currency Choice (DCC), Media and Business Intelligence solutions, while also driving new business acquisition.

This is a commercial role with strong strategic exposure, where you will build long-term partnerships with key merchants, define account strategies together with your line manager, and lead negotiations to maximize value creation for both Global Blue and its partners. Through regular engagement with prospects and existing clients, you will position Global Blue as a trusted technology and business partner, leveraging market intelligence, performance insights, and innovative solutions to support merchant growth.

Your responsibilities include

Deliver the Net Turnover and any other sales targets assigned taking corrective action when result materially deviates from expected
Deliver new business targets
Brick-wall accounts against competitors
Build, maintain relationships both at store and HQ level, seeking to maximize the stores´ business with globe shoppers
Manage Cross Selling opportunities within the assigned portfolio
Negotiate merchant’s contract conditions (within the guidelines received) and deliver of account specific contractual obligations
Revert to related function all relevant information collected in the marketplace
Control the receivable to minimise bad debts exposure
Duly report activities in CRM, Account Plan for any account in portfolio which needs to be discussed at least once a year with line manager
Project ownership and management of cross functional activities related to his portfolio
Coordinate the Sell-out activities done by AM Sell-out within assigned account
Build a mid-term strategic plan with merchant accordingly to Account plan
Propose improvement or innovative solution based on strategic intelligence
Organize his/her work in line with the defined Working Method for the KAMs
Reporting and collaboration

The holder of the position reports solid line to Head of Key Accounts and she/he collaborates with

Merchant Solutions

Central Marketing, Operations, SPO, GBIT, legal, product

Other KA Team members.

Main KPis

• Net Turnover, Turnover from new business
• Merchant Commission/Gross Commission ratio, Customer retention rate, AutoFill coverage

Refund Ratio, Hit Rate, Ageing

• Specific KPI globe shopper experience related (TBA)
• Specific KPI tax free desk (TBA)

Every action has an impact. You will make a difference here if you are

A sales professional with strong results orientation, passion, and determination to achieve targets
Experienced in Key Account Management, ideally within retail, luxury, retail tech, financial services, or value-added services
Strongly service-oriented, with a focus on building long-term business relationships
Comfortable managing relationships up to CEO level, with excellent networking skills
Accustomed to interacting with multiple stakeholders across Retail, Marketing, Technology, Finance, and HR
A consultative seller, able to propose solutions combining multiple services

Key competencies to empower your journey. You'll drive towards success if you have

• University degree (preferred)
• At least 4 years of B2B sales experience in Retail, Luxury, or similar environments
• Strong negotiation and communication skills
• Financial background and basic analytical skills
• Strategic thinking and customer orientation
• Multicultural mindset and adaptability
• Ability to manage stressful situations effectively
• Experience working in matrix organizations

Proficiency in MS Office, Salesforce, and MicroStrategy

Advanced spoken and written English

Together, we go further

At Global Blue, you’ll enjoy

Hybrid work flexibility

Hands-on learning in luxury retail, technology, and data-driven marketing.

Fun team-building activities, workshops, and social events.

At Global Blue, we foster career growth through internal mobility, a multicultural environment, and an Agile Working Model that supports work-life balance and team spirit. Committed to sustainability, we prioritize positive impacts for employees, clients, and communities. Guided by our 5 Ways of Working, we focus on client satisfaction, collaboration, innovation, and value creation. As forward thinkers, we embrace open dialogue, continuous learning, and shared success to shape the future while delivering tangible results.

Feels like you? Explore further!

Let’s write the future together: apply now.

Follow us on Social Media! Global Blue