Global Strategic Account Director

Job Title:

Global Strategic Account Director

Organization:
Convenience Retail

Location:

Europe or North America

Workplace Type:
Hybrid or Remote

Department:
Commercial

Reports to:

Chief Commercial Officer

Join Convenience Retail as the Global Strategic Account Director and lead enterprise-level sales and business development for key strategic accounts across Vontier's convenience retail vertical. Convenience Retail brings together Gilbarco Veeder-Root (GVR), Invenco, DRB, and Driivz to deliver integrated solutions that solve the toughest challenges for fuel and convenience retail customers. You will act as the single strategic point of contact for major accounts, aligning cross-functional internal stakeholders (sales, procurement, finance, IT, product, service) and local KAMs to deliver coordinated global solutions, commercial outcomes and an outstanding client experience.

• Develop and implement comprehensive sales strategies to achieve revenue targets and market-share growth across product groups and regions (strategy, objectives, KPIs, roadmap, commercial targets).
• Develop and agree the annual account budget and accurately forecast orders, revenue and margin.
• Manage and coordinate global internal stakeholder relationships (product, marketing, operations, procurement, finance, IT, legal, customer success) to ensure alignment on sales strategies and customer requirements.
• Act as the primary liaison with client executive stakeholders; escape and resolve high-impact issues and risks.
• Collect and analyze customer feedback to drive product improvements and innovation.
• Influence and navigate operational issues, delays and contract/implementation escalations to ensure timely resolution.
• Build and maintain trusted relationships with client executives across regions and functions.
• Coordinate and drive local KAMs to deliver consistent execution of the global plan and fulfill local requirements.
• Propose new solutions, upsell and cross-sell opportunities, and proactive offerings aligned to client needs.
• Manage global commercial terms: negotiate and oversee global discounts, rebate structures and pricing governance.
• Lead the RFP/tender process for the account (requirements alignment, bid strategy, submission and negotiation).
• Track overall account health-revenue performance, contract renewals, forecast accuracy, client satisfaction and risk indicators-using the SW GAM plan; maintain and continuously improve the account planning process and format.
• Provide feedback and market intelligence to regional teams and product management; share best practices and lessons learned across regions.
• Conduct market research and competitive analysis to identify new sales opportunities and stay ahead of industry trends.
• Ensure contract compliance, SLAs and commercial terms are consistently applied and monitored.

• 10+ years' experience in key account management, strategic account management, global account leadership or enterprise sales, including managing multinational accounts.
• Strong strategic thinking and problem-solving skills.
• Proven track record negotiating commercial agreements, discounts and rebates with large enterprise customers.
• Strong cross-functional stakeholder management and influencing skills; experienced coordinating matrixed teams and local account managers.
• Demonstrated experience running RFP/tender processes and managing complex contract negotiations.
• Financial acumen and the ability to manage pricing, margin impact and rebate reconciliation.
• Excellent communication and presentation skills; comfortable engaging at executive levels.
• Proficient with CRM systems (Salesforce or equivalent) and account planning tools.
• Willingness to travel internationally and work across multiple time zones.

• Experience in convenience retail, B2B, technology, SaaS or with similar enterprise buyer profiles.
• Bachelor's degree in Business, Marketing, Finance, Science, Engineering or related field; MBA or advanced degree a plus.
• Experience managing or coordinating a team of local KAMs. You will shape how Vontier's Convenience Retail businesses engage with strategic enterprise customers globally-driving coordinated…