Key Account Manager – Poland
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Job Description
Account Manager at ProGlove selling integrated hardware and software solutions for retail and logistics in Poland. Drive new business opportunities and expand existing accounts while collaborating cross-functionally.
Responsibilities:
- Hunt and convert new big logo business (60%)
- Actively generate pipeline through cold calling, outreach, industry networking, and vertical research.
- Identify strategic target accounts in key verticals: Food Retail, Fashion Retail, and E-Commerce Logistics.
- Work closely with SDR/MRA to orchestrate account penetration strategies.
- Position ProGlove’s hardware + software stack with consultative solution-selling.
- Expand strategic accounts (local + global) (40%)
- Manage and grow a portfolio of key customers, developing account growth plans, stakeholder maps, and multi-country opportunities.
- Drive upsell and cross-sell of software subscriptions, analytics, and workflow optimization services.
- Collaborate cross-functionally
- Partner with Solution Engineers, Product, Marketing, Channel and EE team to build tailored solutions.
- Participate in onsite customer workshops, pilots, and warehouse process diagnostics.
- Maintain accurate sales data, forecasts, and activities in Salesforce.
- Own contract negotiations, proposal creation, and solution validation.
- Willingness to travel extensively (50–60%) for client visits, trade fairs, and on-site evaluations.
Requirements:
- Proven track record in hunting and closing large deals, ideally in hardware/software solutions, automation, supply chain digitalization, WMS, SaaS, or IoT.
- Strong outbound acquisition skills.
- Experience managing local and/or global key accounts.
- Solution-selling mindset: able to articulate value across hardware, SaaS, ROI, and operational efficiencies.
- Familiarity with formal sales methodologies (MEDDIC, Challenger, Miller-Heiman).
- Fluency in both English and Polish.
- Strong communication, influence, and negotiation skills — comfortable pitching to C-level, IT, Operations, and Logistics.
- High drive to travel, engage in-person, and understand real shop floor challenges.
Benefits:
- Hybrid Hardware + SaaS Innovation — Shape the future of connected workplaces.
- Growth Culture — Clear career framework, School of Growth, coaching, and leadership development.
- Flexibility — Remote work, flexible schedules, “Dedicated time to learn”.
- Top-notch Tech — Modern tech, tools, and support.
- Strong Team Spirit — Ambitious, open, innovative, driven by purpose.
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