Key Account Manager (Dutch speaking)

Full-time

Role type: Individual Contributor
Department: Account Management
Division: Fitness & Wellbeing

Company Description

Take a seat on the Xplor rocketship and join us as Key Account Manager to help people succeed across the world.

We’re a global team of builders, listeners and problem-solvers who are relentlessly focused on making life simple, so our customers can get back to growing their business, engaging consumers and doing what they love.

Job Description

You’ll join our Fitness & Wellbeing vertical where we’ve brought together our Boutique Wellness and Health & Fitness business to form a single, global vertical that serves clients around the globe in key markets like the US, Canada, UK, Europe, Japan, Australia and New Zealand.

We offer market-leading software products like Mariana Tek, TrueCoach, Clubware, Resamania and Triib as well as Commerce Accelerating Technologies like Connect (Brandbot) and Insights (Intellihub) to gyms, health clubs, leisure, parks & recreation centers.

Key Purpose

Reporting to the Head of UK Clients, this is an important role within H&F business in the UK and will play a critical role in driving Xplor’s growth and transformation agenda in the United Kingdom.

The Key Account Manager (“KAM”) is responsible for share of wallet growth and development of key clients, defined by revenue and strategic value. The role will focus on core account management principles focussing on client relationship retention and growth, developing upsell opportunities as a solution to client/engagement issues.

The KAM will drive a standardised account management cadence with our clients, to include running business reviews, developing strategic account plans and delivering growth targets and KPIs for the designated client portfolio. In addition, the KAM will be able to represent the spectrum of Xplor’s products and services to our key clients with a view to deepening and strengthening these relationships. The KAM will drive market and client insights and work closely with our product and service delivery organisations to ensure that these are fed into our development roadmaps.

By using consultative selling techniques and focusing on a defined client portfolio, the KAM will need to understand the challenges that our clients face when trading and be able to provide solutions to each client by articulating how our products and services can best solve the problems they face when running their business. We strive to empower passionate people and build long-term relationships by becoming a “trusted business partner” who can guide our clients in key decisions, leveraging our experience & long-standing position in their field.

The KAM will be responsible for their own outcomes, (in particular, the achievement of an annual sales target). In so doing, the KAM will work closely with the HoUK to define and create a growth plan across the existing mid-revenue client portfolio, specifically to create a by-client action plan to focus on share of wallet growth. The KAM is expected to source their own opportunities, whilst also see the value in being a “team player”.

The KAM will be required to meet with their client group and be comfortable in delivering standard client governance meetings (business reviews etc.).

The KAM role is to build that winning relationship, being the first point of contact with the client and therefore the role is critical in ensuring Xplor is the sole valued business partner.

Key Responsibilities and Duties

Delivery against key growth targets and to define and develop further opportunities to increase the share of wallet.

Participate in and lead commercial and contractual negotiations (face-to-face).

Take full ownership of client engagements, develop key stakeholder opportunities and act as escalation point for account activity.

Delivery against objectives and critical strategic milestones for each Key Client in the KAM portfolio.

Continuously evaluate gaps and focus on needs assessment, opportunity identification, initiating discussions with customers, developing and closing sales, and moving opportunities quickly through the pipeline. Pipeline management is critical.

Sales process / Customer visits:

Primary objectives are: to a) Understand clients’ needs, b) present solutions, c) close/implement the business & d) regular meetings to discuss and review progress, introduce and create interest in additional products and services

Establish, build & maintain on-going senior stakeholder relationships with client

Effectively develop and maintain deep understanding of the needs of the prospects in your area. Display ability to convert true needs into opportunity

Create win strategies that link client needs with our story, solution, value delivered and pricing

Use consultative selling techniques, adhering to Xplor’s methodology (when we have one) to achieve demanding revenue targets and maintain business profitability

Proactively seek product information and provide robust feedback on technology, product to product & delivery team

Maximize share of prospect spend by proactively identifying new solution propositions. Be able to sell in the full range of Xplor’s products and services to the client.

Continuously through process evaluate gaps and focus on each step of the pipeline, moving the client quickly through the pipeline

Continuous monitoring and measurement of client satisfaction/UX and close management of any client at risk relationships.

Other duties that from time to time may be required to support the UK region’s business objectives, including management of partnership relationships and support of any new business activity.

Key Responsibilities and Duties