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One GfK Global Account Director (m/f) Consumer Client
GfK
Hamburg, Frankfurt, Nuremberg, Dusseldorf, Munich, , Germany
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If you feel enthusiastic about the Fast Moving Consumer Goods industry, and if you are motivated to support our clients to improve their products and services with the help of GfK's broad product portfolio, you'd have the right mindset for joining the Consumer Goods & Retail Industry Team.
As Global Account Director (m/f)Consumer Client you will develop a strong connection and relationship with the client across buying centers and with C-level. You will drive profitable client growth both for global and local relationships/projects – cross selling of the complete GfK portfolio (CE and CC) and across geographies as well as ensure consistency for client service globally.
This role includes responsibility for the following range of duties:
Key Individual Accountabilities
• Key contact for the client both globally and in Germany, coordinating our services and teams for the client worldwide
• Represents full GfK portfolio CE & CC, connecting the dots
• Develop a strong connection and relationship with the client into different buying centers and up the hierarchy level; deep understanding of budget holders, decision processes and improve our position
• Develop and manage strategic account plan in collaboration with all Global Product Groups
• Proactively develop opportunities in a very early stage and actively manage our pitch pipeline (opening the doors)
• Leads global and/or strategic important pitches, bringing GfK thought leadership to the client. Deciding the best team for the pitch in GfK.
• Know, understand and solve the problem of your client: Story Telling, Strategic Selling of our product portfolio/solutions both globally/worldwide and for local accounts
• Drive profitable growth by leveraging the entire (CE/CC) portfolio, global and local
• Negotiate skillfully in the interest of GfK (including MSA, global rebate structures – however no decision on pricing/rebates)
• Presentation of results of the market research studies driven for the client as well as of workshops at the client
• Responsible for client order intake, budgeting and forecasting both globally and for Germany
• Foster communication between GfK units/ local KAM teams through best practice sharing and coordinated strategic account planning
• Give lectures during trade fairs and congresses
Key Shared Accountabilities:
• Sells and implements global products (focus on big trackers) (with PM experts)
• Ensure client-readiness of proposals and deliverables
• Negotiates Master Agreements, rate cards and conditions e.g. discount structure (with Industry Head, RCOOs and Legal)
• Clarifies escalation issues with local Management
Requirements
You should fulfill the following requirements:
• Substantial relevant professional experience of at least 8 years, preferably working across cultures
• Expert for the consumer goods industry with additional expertise in Germany
• Outstanding personality: Seniority and assertiveness and ability to manage top management relationships
• Result driven and proven track record in international client relationships
• Ability to understand client's business questions, to design integrated solutions from multiple sources (GfK "products" across CE and CC or other sources) and to add value through simple business recommendations and insight-based consultancy
• Passion, dedication and commitment to develop GfK business at the client
• Ready to assume a certain risk/ implement new developments (forerunner for GfK)
• Highly solution oriented
• Ability to manage and motivate virtual teams in a global environment
• Excellent selling, communication and presentation skills
• Proficiency in written and spoken English (at least level B2 in Council of Europe scale)
• Using CRM processes (system usage)
Key Leadership Behaviours:
• Business Acumen & Innovation Management – Understands the business priorities and environment and brings ideas to market
• Commercial excellence: contract management, negotiation, ability to close the deal
• Peer Relationship - Ability to balance interests but drives own targets, team player and cooperative, gains trust
• Customer Focus - Understands client needs and acts with customers in mind
• Drive for Results - Pro-active, pushes self and others for results
• Problem Solving – Is excellent at problem analysis, looks beyond the obvious and doesn´t stop at the first answer
• Process Management - Good at figuring out the processes necessary to get things done, is able to simplify the complexity
About us
Having choices is what makes life exciting. Make your choice today and take your future into your own hands. We value skills and talents, and will support your development within our international teams. GfK makes your choice easy as we offer an exciting work environment that brings people together and encourages an entrepreneurial and innovative spirit. As a trusted leader in market research present in over 100 countries, we know what makes consumers’ hearts beat—globally and locally. We work on projects for successful companies in virtually every major industry.