Head of Account Management

About us:

Clients range from single-location retailers to franchise groups with hundreds of stores, all running our point-of-sale and loyalty software.

About the role:

The Head of Account Management manages a book of existing customers, renews their contracts and grows revenue through upsell and cross-sell. Remote within France. The team meets in Rennes once a quarter, travel covered. Normal working hours, Monday to Friday. You need a reliable internet connection and somewhere quiet to work.

What you'll work on:

• Run quarterly business reviews covering usage, spend and upcoming needs
• Track competitor activity inside your accounts
• Manage a portfolio of 50 to 80 existing accounts with combined annual revenue around $3M
• Maintain accurate account plans, contacts and opportunity stages in Salesforce
• Identify upsell and cross-sell opportunities and work them through to close
• Negotiate price increases and contract terms at renewal
• Prepare quotes and pricing proposals in Salesforce CPQ

What we're looking for:

• 12+ years in account management, sales or another client-facing commercial role
• Solid Excel skills for pricing and account analysis (VLOOKUP, pivot tables)
• Organised, with a system for tracking dozens of open items across accounts
• Experience owning revenue targets for existing customers
• Comfortable having pricing and renewal conversations with senior buyers
• Willing to travel up to 25%

Pluses:

• Training in a sales methodology such as Sandler or Challenger
• Second language
• History of negotiating multi-year renewals

Compensation and benefits:

• Health insurance (mutuelle) covered at 60%
• Two days of remote work per week
• RTT days
• Training budget
• Remote work allowance
• Profit-sharing

Start: Within 30 days.

Demo job created on 11jobs for testing and demonstrations. It is not an actual opening at Est Labs.