Account Executive

KBRW Ad-Venture; Paris; Sur place; EUR 55 000 - 75 000; Plein temps

Résumé du poste

KBRW Ad-Venture recherche un Account Executive pour développer sa base de clients existants au sein d'une entreprise SaaS dynamique à Paris. Le candidat idéal apportera une expérience significative en développement commercial, un excellent sens de la négociation et la capacité à gérer des relations contractuelles complexes. Joignez-vous à une équipe passionnée avec des opportunités d'évolution de carrière grâce à des formations et des évaluations de performance régulières.

Prestations

Politique de rémunération transparente

Partage des bénéfices

Bonus basé sur les résultats

Télétravail de 2 jours par semaine

Tickets restaurants

Assurance santé privée

Accès à des activités culturelles via Leeto

Plan de développement personnel

Opportunités d'évolution rapide

Label ‘Great Place to Work’ pour 2024/2025

Qualifications

• Minimum 5 ans d'expérience en développement commercial.
• Connaissances en gestion de la chaîne d'approvisionnement ou des opérations e-commerce.
• Experience avec un leader automobile est un plus.

Responsabilités

• Développer des opportunités d'affaires au sein des comptes clients existants.
• Gérer les renouvellements et les adaptations contractuelles.
• Construire et entretenir des relations solides avec les décideurs des clients.

Connaissances

Négociation

Gestion de contrats

Gestion des relations clients

Communication écrite et verbale

Collaboration

Formation

Master en Business, Management ou Supply Chain

Outils

Outils CRM

Description du poste

Our mission

We are living in exciting times where technology and digital transformation improve and disrupt businesses and their supply chains on a daily basis. At Kbrw, we’re disrupting the tech supply chain and we aim to facilitate this transformation through high-performing software, driving our consistent growth. And guess what? You can help us achieve our vision!

Born in 2009, we are a leading European software-as-a-service (SaaS) company on a mission to build robust, high-quality long-lasting projects. Our high performance cloud-native flagship solutions, such as Order Management System (OMS) and Warehouse Management System (WMS), helps complex businesses implement new omnichannel operations, orchestrate critical business processes, and improve customer promises across all business channels. We meet the highest IT requirements by achieving performance, robustness, configurability, easy integration, while also mitigating IT risks.

Kbrw is self-founded and has grown significantly over the last five years, with a 30% increase in its headcount and its revenue every year. Our solutions are already used by seven CAC40 companies and deployed in over 16,000 sales outlets in more than 120 countries, managing a total transaction value in excess of €30 billion!

With offices in Paris, Bordeaux, Lille, Clermont-Ferrand, London, Barcelona andShanghaiour reach is global and we aim to reach 200+ employees by 2024

Let’s talk about our KAM Team

The Account Management team is looking for a new member ! We focus on business development within existing account (+20 international groups), overseeing cross-sell and upsell opportunities, contract renewels and strategic client relationships.
We collaborate closely with the Delivery and Product teams to ensure a consistent client experience, maintain high satisfaction levels, and advocate for the customer within the organization.

What will I be doing?

The Account Executive – Business Development for Existing Clients is responsible for exploring and developing business opportunities within our current client portfolio. This involves engaging with different departments, subsidiaries, and regions of the client organizations, identifying new leads, and ensuring the successful management of renewals and upsell opportunities.

Responsibilities

1. Developing Business Opportunities

• Build annual account plans for each client to pinpoint growth potential.

• Navigate client organizations to initiate discovery meetings with other subsidiaries, departments, or regions.

• Identify and engage key decision-makers to create new opportunities.

• Prepare and lead discovery meetings and strategic exchanges with stakeholders.

• Promote Kbrw during client events, Kbrw-hosted events, and public events.

2. Managing Opportunities

• Lead proposals and responses to RFPs.

• Coordinate responses with internal teams to ensure relevant and competitive proposals.

• Negotiate terms and conditions

• Monitor the progression of opportunities through to the closing process.

3. Handling Renewals and Contract Management:

• Proactively track contracts to ensure timely renewals.

• Manage necessary contract adjustments in collaboration with legal and delivery teams.

• Maintain an up-to-date understanding of all contractual commitments with clients.

4. Client Relationship Management and Follow-Up:

• Build and nurture strong, long-term relationships with client decision-makers and influencers.

• Provide regular follow-ups on ongoing opportunities and interactions.

• Document and update client information, including KPIs, contact points, and organizational insights.

5. Marketing Alignment and Partnerships:

• Collaborate with marketing teams on inbound and outbound campaigns aligned with key account opportunities.

• Participate in meetings with partners to track joint activities and identify synergies.

6. Key Performance Indicators (KPIs):

• Client Engagement: Number of discovery and follow-up meetings held with client departments/units.

• Opportunities Created: Number and value of cross-sell and upsell opportunities generated.

Sales Performance: Revenue generated from existing accounts.

What do I need from you?

Education:

• Master’s degree in Business, Management, Supply Chain, or a related field.

Experience:

• At least 5 years of experience in business development, ideally with enterprise accounts.

• Supply chain management or e-commerce operations knowledge

• First experience with an automotive leader is a plus

Technical and Organizational Skills:

• Proven ability to navigate complex organizations and identify opportunities.

• Strong negotiation and contract management skills.

• Proficiency in CRM tools and opportunity tracking methodologies.

Soft Skills:

• Excellent written and verbal communication.

• Proactive approach

• Strong collaboration skills with internal teams and partners.

Languages:

• Fluency in French and English is required. A third language is a plus.

The stuff you wanna know

• An attractive compensation package:
  • A transparent remuneration policy: from software developers to department heads, everyone has a compensation based on a transparent formula: entry salary x experience x loyalty x grade
  • Participation in profits in France via the profit-sharing system
  • Possibility of bonuses based on your results
• Family-friendly work-life balance: 2 daysremote policy
• Ticket Restaurant with Swile (€9.5 daily)
• ️Private healthcare provided by AXA (100% covered by Kbrw)
• Access to Leeto perks: theater, opera, sports clubs, concerts, festivals, trade fairs, etc.
• Work in an international, dynamic, and passionate environment with a company culture focused on learning and development:
  • Software engineers' training: our developers undergo a one-month training in Elixir and React with a complete internal and certified training (Qualiopi)
  • Personal development plan: each employee has an personal development plan established by their manager to integrate quickly and progress within the company
  • Manager training: our managers are trained by our HR team and management experts to help provide the best managerial experience for their teams
  • A structured and mature management process: our management approach is structured through well-defined processes via Lattice, an HR management platform
• Opportunities to grow fast: responsibilities and promotions are discussed twice a year during two performance reviews
• ️ Kbrw cares about our teams: we have been labeled a “Great Place to Work” for 2024/2025

Our Recruitement Process

• First meeting with Jérome to get to know each other - 45 minutes
• A visio interview with Hélène (Senior KAM) & ADelivery Lead member- 1 hour
• A last interview on site with Alexandre (Chief of Staff) & Philippe (CEO)- 1 hour