Account Manager

Account Manager, Retail

• Manage and grow a Retail client account, ensuring strong commercial and client relationships.
• Develop and maintain trusted relationships with key business and technology stakeholders.
• Own the day-to-day account management, revenue, pipeline, and forecasting activities.
• Drive account growth through upselling, cross-selling, renewals, and new opportunities.
• Develop and execute an annual account growth plan aligned with client priorities.
• Build and maintain a strong sales pipeline to achieve revenue and growth targets.
• Identify new opportunities across Digital, Cloud, Data & AI, Automation, Application Modernisation, and Managed Services.
• Work closely with delivery teams to ensure high-quality service delivery and client satisfaction.
• Act as the primary point of contact for commercial and relationship management.
• Conduct regular account reviews, QBRs, governance meetings, and stakeholder meetings.
• Proactively manage client concerns, escalations, risks, and commercial issues.
• Lead proposals, RFPs, renewals, statements of work, and contract discussions.
• Track account revenue, margins, billing, collections, and commercial performance.
• Maintain accurate CRM, opportunity, pipeline, and sales forecasts.
• Understand the Retail clients business strategy, challenges, competitors, and transformation priorities.
• Identify opportunities to expand existing engagements into larger and longer-term programmes.
• Coordinate internal Sales, Consulting, Architecture, Technology, and Delivery teams to support account objectives.
• Demonstrate strong knowledge of the Retail value chain, including:
• Stores and operations
• E-commerce and digital channels
• Supply chain and logistics
• Merchandising and pricing
• Customer loyalty and personalization
• Marketing
• Finance and HR
• Data and analytics
• Understand emerging Retail trends and translate them into business opportunities for the client.
• Bring innovative ideas and propositions that address the client’s strategic challenges.
• Build strong relationships with client procurement, commercial, IT, and business teams.
• Develop client advocacy and reference opportunities through successful delivery and relationship management.
• Contribute to making the account a profitable, growing, and strategically important Retail client relationship.