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.
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