Senior Key Account Manager

Senior Key Account Manager (m/w/d) Retail, Enterprise, B2B-Bereich: ESL & Smart Store

About Us

Founded in 2012, Hanshow is a global leading digitalization solution provider in the pan-retail sector, possessing strong independent R&D, software & hardware integration capabilities, as well as advantaged resources across the whole industry chain.

Based on IoT, AI and big data technologies, Hanshow provides customers with integrated digital store solutions, including Electronic Shelf Labels (ESL), full-scene marketing, AIoT technology and a range of other applications. Serving more than 35,000 stores in over 50 countries, Hanshow has been a trusted partner among retailers worldwide, with a reach of over 50% of the top 100 global retailers and 66% of the top 100 domestic retailers.

Your Tasks and Responsibilities:

• Act as the primary commercial owner for key customers and strategic accounts in Poland, with a strong focus on long-term relationship management and customer success.
• Develop and maintain trusted relationships with decision-makers across customer organizations, including senior management, procurement, IT, and operations stakeholders.
• Manage the full sales cycle end-to-end: opportunity identification, solution positioning, proposal development, commercial negotiation, contract closing, and post-sale follow-up.
• Work closely with pre-sales, project delivery, product, and service teams to ensure customer requirements are clearly translated into viable technical and commercial solutions.
• Take a hands-on role in key projects, supporting solution design discussions, commercial alignment, and ongoing account development.
• Identify upselling and cross-selling opportunities within existing customers to drive sustainable revenue growth.
• Monitor customer satisfaction, proactively address commercial or delivery-related risks, and ensure long-term partnership continuity.
• Maintain a structured sales pipeline, provide accurate forecasting, and deliver against agreed revenue targets.
• Track market trends, customer needs, and competitor activities, feeding insights back to internal stakeholders to support product and go-to-market improvements.
• Represent Hanshow in customer meetings, industry events, and business forums as a trusted commercial partner.

Who are we looking for:

• Bachelor’s degree or above in business, marketing, engineering, or related field; MBA or commercial training is a plus.
• 5+ years of B2B sales experience, preferably within retail technology, IT solutions, electronics, or system integration environments.
• Proven experience managing complex, solution-based sales cycles and long-term key customer relationships.
• Strong understanding of the Polish retail landscape and enterprise customer decision-making processes.
• Highly hands-on, commercially driven, and comfortable operating as an individual contributor rather than a people manager.
• Strong negotiation, communication, and stakeholder management skills.
• Structured, self-driven, and resilient, with the ability to manage multiple opportunities in parallel.
• Fluency in Polish and English is required; additional languages are an advantage.

What we offer:

• Competitive salary in the relevant industry.
• International working environment.
• Promising and sustainable self-development and prospects.
• Wide technical and modern environment with interesting challenges.
• Professional environment with an open communication culture.
• Quarterly team building