Senior Key Account Manager

Senior Key Account Manager, Software SalesWhy Join Toshiba?Toshiba Global Commerce Solutions (TGCS) is a leading provider of retail technology solutions, helping retailers transform the shopping experience through software, cloud, services and omnichannel solutions. We help retailers navigate obstacles and accelerate their growth, reimagining customer engagement.As part of its growth strategy, TGCS France is seeking an experienced Senior Key Account Manager to develop and manage strategic retail relationships across the French market.Role Overview - What's 'In-store'?The Senior Key Account Manager will be responsible for managing and expanding relationships with some of the largest retail customers in France. The role requires a highly experienced sales professional with deep expertise in Food Retail, a strong understanding of retail operations, and a proven track record in selling complex technology solutions, including software, SaaS, cloud and professional services.The successful candidate will act as a trusted advisor to executive-level stakeholders and drive long-term revenue growth through strategic account development, business transformation initiatives and solution selling.You'll Be Successful If You AreA strategic and consultative sales professional.Comfortable engaging C-level and executive stakeholders.Results-driven with a passion for developing long-term customer partnerships.Skilled at navigating complex stakeholder environments and influencing decisions.Focused on delivering business outcomes rather than simply selling products.Key ResponsibilitiesStrategic Account Management:Own and develop a portfolio of strategic Food Retail accounts.Build and maintain executive-level relationships within customer organizations.Develop and execute multi-year account plans aligned with customer business objectives.Identify growth opportunities across hardware, software, SaaS, cloud and services portfolios.Drive customer retention, account expansion and profitability.Business Development:Generate new revenue streams within existing accounts.Lead complex sales cycles from opportunity identification to contract closure.Develop and maintain a strong pipeline of qualified opportunities.Coordinate responses to RFIs, RFPs and major tenders.Negotiate commercial agreements and framework contracts.Solution Selling:Position TGCS solutions within broader customer digital transformation strategies.Promote software, SaaS and cloud-based retail solutions.Understand customer operational challenges across stores, front-office systems, POS, self-checkout, omnichannel retail, store operations and retail analytics.Work closely with pre-sales, delivery and executive teams to develop compelling customer solutions.Executive Customer Engagement:Establish trusted advisor status with C-level executives.Lead business reviews and strategic planning sessions.Anticipate customer priorities and market developments.Ensure high levels of customer satisfaction and long-term partnership growth.Market Intelligence:Maintain an in-depth understanding of Food Retail trends and competitive dynamics.Identify emerging opportunities linked to retail software, SaaS platforms, cloud transformation, AI-enabled retail solutions and store modernization initiatives.What We're Looking ForSuccessful Key Account Management experience within the Food Retail sector.Proven success managing and growing relationships with major national retail accounts.Strong track record selling enterprise software, SaaS, cloud, or technology solutions.Deep understanding of retail operations and business transformation initiatives.Experience leading complex commercial negotiations and multimillion-euro opportunities.Existing network within the French Food Retail market is highly desirable.Fluent French and English, with the ability to engage senior stakeholders in both languages.Preferred ExperienceRetail technology solutions including POS, self-checkout, front-office retail systems, and omnichannel commerce platforms.Experience working within a global, matrixed organisation.Bachelor's degree in Business, Technology, or a related field. MBA preferred.Ideal CandidateA senior sales professional with a strong network across the French Food Retail market, who can open executive-level conversations, identify transformation opportunities, and position technology solutions that drive measurable business value. You'll combine deep retail expertise with experience selling software, SaaS, and cloud solutions, while operating confidently in both French and international business environments.EEOToshiba is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to protected characteristics. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.Individuals who may require reasonable adjustments because of a disability for any part of the employment process should email pollyanna.hilton@toshibagcs.com to inform of any requests.Diversity, Equity & InclusionWe at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we’re committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency).With over 50+ years of commitment to retail, we are RETAIL. Our RETAIL values (respect, empowerment, teamwork, adaptability, leadership) characterize what our employees and clients can expect when they work with us every time and all the time. We’re passionate about our customers the retail industry and becoming a more responsible company as we help create a brighter future.