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Head of Key Accounts

PayPoint

Welwyn Garden City

On-site

GBP 60,000 - 80,000

Full time

4 days ago

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Job summary

A leading company in the retail sector is seeking a Head of Key Accounts to develop and manage long-term partnerships with national grocery chains. The role focuses on maximizing strategic and commercial value through effective account management and operational efficiency. Ideal candidates will have a strong background in account management and a proven track record of building valuable partnerships.

Qualifications

Minimum 5 years' experience in account management or commercial partnerships.
Proven experience managing strategic commercial relationships.
Strong capability in contract negotiation.

Responsibilities

Define and execute the strategic direction for managing national grocery accounts.
Drive operational efficiency in partnership management.
Lead and develop a high-performing retail account team.

Skills

Commercially strategic

Process-oriented

Excellent planning

Strong communicator

Data-literate

Head of Key Accounts

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To lead PayPoint’s retail account strategy by developing and managing long-term, high-impact partnerships with large national grocery chains. The role is focused on maximising the strategic and commercial value of these partnerships across PayPoint’s full suite of products and services. Success depends on the ability to strategically prioritise relationships and build broad, mutually valuable partnerships that evolve with retail partners’ needs.

MAIN RESPONSIBILITIES

Define and execute the strategic direction for managing national grocery accounts, ensuring alignment with commercial goals and long-term value creation.
Build and embed structured, disciplined account management practices that enable consistency, scalability, and high-quality delivery across a diverse and complex retail partner base.
Drive operational efficiency in how retail partnerships are managed — streamlining workflows, clarifying ownership, and ensuring robust handoffs across teams and touchpoints.
Foster a culture of accountability in relationship management, including rigorous planning, clear performance tracking, and regular structured reviews.
Prioritise account focus based on strategic alignment, commercial opportunity, and potential for partnership expansion across PayPoint’s product suite.
Lead commercial negotiations and manage contracts with retail partners, ensuring that agreements are commercially sound, well-governed, and enable long-term growth.
Maintain and oversee detailed account plans for key partners, covering commercial targets, service performance, risk, and relationship development strategies.
Work cross-functionally with Product, Operations, Customer Service, and Legal to ensure cohesive delivery, issue resolution, and continuous service improvement across all accounts.
Develop strong relationships with key stakeholders within retail organisations to support deep, integrated partnerships.
Identify and progress upsell and cross-sell opportunities that broaden PayPoint’s value to each partner and deepen integration across services.
Lead and develop a high-performing retail account team, ensuring team members are equipped with the structure, tools, and support needed to manage accounts effectively and professionally.
Monitor and uphold service quality standards, ensuring proactive and transparent communication with retailers during change, incidents, or escalations.

QUALIFICATIONS AND EXPERIENCE REQUIREMENTS

Proven experience managing strategic commercial relationships within complex, multi-product environments.
Minimum 5 years’ experience in account management, commercial partnerships, or client-facing roles.
Demonstrated success in improving account management operations through structured processes and disciplined execution.
Strong capability in contract negotiation and lifecycle management across multiple, high-value accounts.
Experience managing multi-site retail accounts at scale.
Experience within grocery or convenience retail is a strong advantage, though not essential.
Proven experience in leading and developing commercially focused account teams.

PERSON SPECIFICATION

Commercially strategic, with a strong understanding of how to build long-term value through partnerships.
Process-oriented and disciplined in how relationships and account performance are managed.
Excellent planning and prioritisation skills, able to balance scale with depth of relationship.
Experienced in contract negotiation and commercial delivery.
Strong communicator and relationship-builder, with the ability to influence across internal and external stakeholders.
Data-literate and results-driven, with a focus on using insight to improve outcomes.
Collaborative leader who promotes structure, clarity, and alignment across teams.
Operates with integrity, professionalism, and a customer-centric mindset.

Seniority level

Seniority level
Mid-Senior level

Employment type

Employment type
Full-time

Job function

Job function
Consulting and Business Development

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