Key Account Manager

jci; Warszawa; On-site; PLN 140,000 - 175,000; Full time

Job summary

ShopperTrak, part of Sensormatic Solutions by Johnson Controls, is seeking a commercially driven Key Account Manager to grow strategic retail accounts across Poland.

You will lead the full sales cycle, build executive relationships, and translate analytics into tangible business value for retailers. This role requires travel within the territory and strong English communication skills.

Qualifications

• Bachelor's degree in Business, Sales, Marketing, Technology or related field.
• Proven experience in Key Account Management, Enterprise Sales or Business Development.
• Experience selling SaaS, analytics, technology, software, IoT, or retail solutions.
• Strong consultative selling and negotiation skills.

Responsibilities

• Manage and grow a portfolio of strategic retail accounts.
• Lead full sales cycle from prospecting to contract closure.
• Present value propositions and business cases to executives.
• Collaborate with Sales Engineering, Customer Success and Services teams.

Skills

Key Account Management

Enterprise Sales

Business Development

SaaS sales

Negotiation

Stakeholder management

Communication

Travel readiness

English fluency

Education

Bachelor's degree in Business, Sales, Marketing, Technology

Tools

Salesforce

Job description

We are seeking a commercially driven Key Account Manager (KAM) ShopperTrak to join our Sensormatic Solutions team. In this role, you will be responsible for growing strategic retail accounts, developing new business opportunities, and helping retailers leverage data-driven insights to improve store performance and customer experience.

ShopperTrak, part of Sensormatic Solutions by Johnson Controls, is a leading retail analytics platform that helps retailers measure footfall, understand shopper behavior, benchmark store performance, optimize staffing, and improve conversion rates through advanced traffic intelligence and analytics. ShopperTrak processes billions of shopper visits annually and provides retailers with actionable insights to drive operational excellence and revenue growth.

As a trusted advisor, you will work with retail leaders to transform shopper data into business outcomes, helping customers make smarter decisions about their stores, employees, marketing investments, and customer journeys.

Key Responsibilities

Account Management & Growth

• Manage and develop a portfolio of strategic retail accounts.
• Build long-term relationships with key stakeholders and decision-makers.
• Develop and execute account plans to achieve revenue and growth objectives.
• Identify opportunities to expand ShopperTrak and broader Sensormatic Solutions offerings.

Business Development

• Generate new business opportunities within existing and prospective retail customers.
• Lead the complete sales cycle from prospecting to contract negotiation and closure.
• Deliver compelling presentations, demonstrations, and value propositions.
• Develop business cases that clearly demonstrate customer ROI.

Consultative Solution Selling

• Understand customer business challenges and strategic priorities.
• Position ShopperTrak solutions to improve traffic visibility, conversion performance, labor scheduling, occupancy management, and store productivity.
• Help customers utilize analytics to optimize operations and enhance the shopper experience.

Cross-Functional Collaboration

• Partner with Sales Engineering, Customer Success, Project Management, and Services teams to ensure successful solution delivery.
• Support customer onboarding and adoption activities.
• Act as the voice of the customer within the organization.

Forecasting & Reporting

• Maintain accurate pipeline and forecasting information within CRM systems.
• Track account performance and deliver regular business updates.
• Monitor market trends, competitive activities, and emerging retail technologies.

Required Qualifications

• Bachelor's degree in Business, Sales, Marketing, Technology, or a related discipline.
• Proven experience in Key Account Management, Enterprise Sales, Business Development, or Strategic Sales.
• Experience selling SaaS, analytics, technology, software, IoT, or retail solutions.
• Strong consultative selling and negotiation skills.
• Ability to influence stakeholders at all organizational levels.
• Excellent communication and presentation skills.
• Fluent English.
• Willingness to travel across the assigned territory.

Preferred Qualifications

• Experience working with retailers or retail technology solutions.
• Knowledge of retail analytics, shopper behavior, footfall analysis, business intelligence, or data-driven solutions.
• Experience with Salesforce or similar CRM platforms.
• Familiarity with Sensormatic Solutions, ShopperTrak, RFID, inventory intelligence, or loss prevention technologies.

Key Competencies

• Strategic Account Management
• Consultative Selling
• Business Development
• Commercial Acumen
• Customer Relationship Management
• Negotiation & Influencing
• Data Analysis & Insights
• Presentation Skills
• Problem Solving
• Results Orientation

Why Join Us?

At Sensormatic Solutions, a leading retail solutions portfolio within Johnson Controls, we help the world's retailers make smarter business decisions through traffic intelligence, inventory visibility, loss prevention, and shopper insights. Our ShopperTrak platform delivers powerful analytics and benchmarking capabilities that enable retailers to understand customer behavior, increase conversion, optimize staffing, and improve operational performance.

The initial basic salary for this position is in the range of 12 500 -15 700 PLN gross per month/year. In addition to base pay, this role participates in a sales incentive plan which can significantly increase your overall earnings. The final offer will reflect your experience, skills, and qualifications relevant to the role. We are committed to fair, equitable, and gender-neutral pay practices.

Join us and help shape the future of retail through data, innovation, and meaningful customer partnerships.