Job Description:

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:

- 1. Stores and operations

- 2. E-commerce and digital channels

- 3. Supply chain and logistics

- 4. Merchandising and pricing

- 5. Customer loyalty and personalization

- 6. Marketing

- 7. Finance and HR

- 8. 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.