Key Account Manager, ShopperTrak

Account Manager - ShopperTrak

Key Responsibilities

Customer Relationship Management

• Develop and maintain strong relationships with existing Tier 1 / Tier 2 Retail clients, ensuring high levels of customer satisfaction, retention, and business growth.
• Act as a trusted advisor to customers, understanding their business challenges and providing tailored solutions that deliver measurable value.
• Manage all commercial and operational requirements of assigned customers, ensuring effective support throughout the customer lifecycle.
• Work proactively to resolve customer issues, coordinate internal resources, and maintain strong executive-level engagement.
• Drive opportunities to timely closure, ensuring Purchase Orders (POs) are secured within agreed customer timelines and company expectations.

New Business Development

• Identify, qualify, and pursue new logo opportunities within targeted market segments, driving demand generation and revenue growth.
• Develop and execute account penetration and prospecting strategies to expand the customer base.
• Qualify and prioritize major opportunities, ensuring alignment with overall sales strategy and regional objectives.
• Build and maintain a healthy sales pipeline capable of delivering sustainable revenue growth.
• Collaborate with channel partners to identify and develop new customer opportunities across key vertical markets.

Channel Management

• Recruit, enable, develop, and manage channel partners to maximize market coverage and revenue generation.
• Support partners throughout the sales cycle, including opportunity identification, customer engagement, solution positioning, and commercial negotiations.
• Develop and execute joint business plans with channel partners to increase pipeline generation and market penetration.
• Implement core channel programs, tools, and incentive initiatives that drive positive partner performance while minimizing channel conflict.
• Provide sales mentorship, training, and ongoing support to channel partners to ensure successful execution of sales strategies.

Global Account Coordination & Internal Liaison

• Act as the primary liaison between Global Account teams, customers in Japan, channel partners, and internal stakeholders to ensure alignment of business priorities and customer expectations.
• Support the execution of global account strategies within Japan, partnering closely with regional and global leadership teams.
• Coordinate local customer activities and provide market insights that contribute to global account planning and growth initiatives.
• Facilitate effective communication between customers, global account teams, solution architects, service delivery teams, operations, and leadership stakeholders.
• Ensure customer and market requirements from Japan are accurately represented within regional and global business discussions.

Sales Strategy & Execution

• Collaborate with cross-functional teams including Marketing, Solution Architects, Professional Services, Customer Success, and Service Delivery to create compelling value propositions and sales strategies.
• Lead the sales closure process and ensure compliance with ShopperTrak Analytics sales methodologies, policies, and practices.
• Develop strategic account plans and business growth initiatives for key customers and prospects.
• Drive execution of both direct and indirect sales strategies to maximize territory performance and revenue achievement.
• Identify emerging market opportunities, competitive threats, and industry trends to support business planning.

CRM Excellence & Forecast Management

• Maintain accurate and current opportunity management within Salesforce.
• Ensure all opportunities are properly qualified, updated, and advanced through the appropriate sales stages according to established sales processes.
• Keep account records, pipeline information, account plans, forecasts, and customer data updated and reflective of current business conditions.
• Deliver accurate monthly, quarterly, and annual forecasts, including pipeline reviews, outlook assessments, and risk evaluations.
• Support business planning activities through disciplined forecasting and pipeline management practices.

Performance Monitoring & Reporting

• Monitor key performance indicators (KPIs) and provide regular updates to senior leadership regarding sales performance, pipeline status, forecast accuracy, and market developments.
• Prepare and deliver monthly business reviews, account plans, forecast updates, and strategic growth presentations.
• Represent Japan during regional sales calls and business reviews.
• Provide clear visibility into forecast performance, market opportunities, emerging risks, and customer developments.
• Maintain accountability for achieving assigned sales targets, growth objectives, and performance metrics.

Cross-Functional Collaboration & Operational Excellence

• Partner closely with Sales Operations, Customer Success, Customer Service, Supply Chain, Finance, Professional Services, and Service Delivery teams to ensure seamless business execution.
• Facilitate smooth operational processes from opportunity creation through order management, delivery, invoicing, and project completion.
• Coordinate internal resources to support customer requirements and ensure successful execution of commitments.
• Promote effective communication across all stakeholders to achieve operational excellence and customer satisfaction.
• Drive continuous improvements in internal processes, forecasting discipline, and customer engagement practices.

Requirements / Qualifications

Education & Experience

• Bachelor’s degree in Business Administration, Marketing, Engineering, Information Technology, or a related field.
• Minimum 3-5 years of successful sales, account management, business development, or channel management experience within retail technology, security solutions, SaaS, enterprise software, or related industries.
• Proven track record of achieving and exceeding sales quotas, revenue targets, and strategic business objectives.
• Experience managing strategic enterprise accounts and complex sales cycles.
• Previous experience working with channel partners, distributors, system integrators, or technology alliances is highly desirable.
• Experience supporting multinational customers and coordinating with regional and global stakeholders is preferred.

Knowledge & Skills

• Strong consultative selling, negotiation, and relationship management skills.
• Proven ability to identify customer needs and develop value-based business solutions.
• Strong business development and prospecting capabilities, with a demonstrated ability to generate new opportunities and drive sustainable pipeline growth.
• Strong commercial acumen with experience managing contracts, pricing discussions, and commercial negotiations.
• Solid understanding of sales forecasting, pipeline management, and CRM best practices.
• Experience using Salesforce or equivalent CRM platforms.
• Strong analytical, presentation, and problem-solving skills.
• Demonstrated ability to effectively navigate and influence stakeholders across multiple organizational levels, including operational teams, senior management, and executive leadership, both internally and externally.
• Proven ability to operate successfully within complex matrix organizations and global business environments.
• Strong executive presence and ability to engage effectively with C-level customer executives and senior internal leadership.
• Ability to manage multiple priorities and work effectively in a fast-paced environment.

Communication & Collaboration

• Fluent business-level English and Japanese, both written and spoken.
• Excellent communication, presentation, negotiation, and interpersonal skills.
• Strong collaboration skills with a demonstrated ability to work effectively across Sales, Marketing, Operations, Finance, Supply Chain, Professional Services, Customer Success, Service Delivery, and Global Account teams.
• Proven ability to build strong working relationships across cultures, functions, and organizational levels.
• Ability to gain alignment, influence decision-making, and drive consensus among internal and external stakeholders.
• Strong team-oriented mindset with a willingness to support colleagues and contribute to a high-performance culture.

Preferred Industry Experience

• Experience within Retail Technology, including RFID, Computer Vision, Inventory Intelligence, Traffic Analytics, or Connected Retail solutions.
• Experience selling Computer Vision, Traffic Insights, or related retail technology solutions is strongly preferred.
• Strong understanding of the retail ecosystem, including retailers, system integrators, technology partners, and channel networks within Japan.
• Knowledge of omnichannel retail, digital transformation, and store operations is highly desirable.

Personal Attributes

• Results-oriented with a strong sense of ownership and accountability.
• Self-motivated, entrepreneurial mindset with the ability to work independently while collaborating effectively with broader teams.
• Highly collaborative team player who actively supports colleagues and contributes to a positive work environment.
• Customer-centric approach with a passion for delivering measurable business value.
• Strategic thinker with strong execution capabilities.
• Strong organizational, prioritization, and time-management skills.
• Resilient and capable of performing effectively in a fast-paced, high-pressure environment with demanding deadlines and revenue targets.
• Ability to maintain professionalism, composure, and sound judgment when managing challenging customer situations and competing priorities.
• Adaptable and comfortable managing ambiguity, organizational change, and multiple concurrent initiatives.

Success Measures

The successful candidate will be measured on:

• Revenue and margin achievement.
• New logo acquisition, share-of-wallet expansion, and pipeline generation.
• Customer retention and satisfaction.
• Channel partner growth and productivity.
• Forecast accuracy and Salesforce data quality.
• Strategic account growth.
• On-time order closure and Purchase Order attainment.
• Effective representation of Japan in regional and global business reviews.
• Operational excellence and cross-functional collaboration.
• Strong stakeholder engagement and relationship development across customers, channel partners, and internal teams.
• Contribution to a collaborative, high-performance culture while maintaining results under pressure.