Senior Account Manager

Why Toshiba Global Commerce Solutions?

At Toshiba Global Commerce Solutions, Inc., we’re not just enabling the retail industry—we’re transforming it. Recognised globally as the market share leader in retail store technology, we work with many of the world’s top retailers to deliver innovative, integrated solutions that connect in-store and digital experiences.

Every day, we help our customers to solve complex, real-world challenges and create more engaging, efficient and meaningful shopping experiences through cutting-edge technology. From advanced Point-of-Sale systems to next-generation in-store innovations, our end-to-end solutions keep retailers ahead in a rapidly evolving market.

Guided by our "Together Commerce" philosophy, we collaborate closely with clients to drive meaningful results—with insight, integrity, and impact. As part of Toshiba Global Commerce Solutions, you'll be an integral partner to the success of our customers. If you're driven by innovation, inspired by transformation, and ready to shape the future of global commerce, you’ll find your place here.

JOB TITLE: Senior Account Manager

DEPARTMENT: Sales - Direct

REPORTING TO: Sales Leader TGCS Italy

LOCATION: 29871 Vimercate (MB)

What’s ‘In-Store’? – Role Overview

We’re looking for a Senior Account Manager to join our team — a strategic, client-facing role responsible for managing and growing a portfolio of key retail accounts. You’ll be the primary contact for our clients, trusted to ensure their satisfaction while identifying and delivering opportunities for revenue growth across the Toshiba portfolio: Hardware, Software, and Services.

In this role, you’ll combine commercial acumen with a customer-first mindset, using your consultative selling skills and curiosity to understand client challenges and offer integrated Toshiba solutions. You’ll be confident in negotiation, proactive in driving results, and collaborative by nature — working cross-functionally to share insights, learn from others, and contribute to ongoing business success.

Key Responsibilities

• Client Relationship Management: Building and maintaining strong, long-term relationships with key retail clients, understanding their needs, and acting as a trusted advisor.
• Account Strategy & Planning: Developing and implementing strategic account plans to achieve sales targets, increase revenue, and drive growth within existing accounts.
• Sales & Revenue Growth: Identifying and pursuing new business opportunities within the assigned portfolio, including upselling and cross-selling products and services.
• Client Satisfaction & Retention: Ensuring high levels of client satisfaction by proactively addressing their needs, resolving issues, and delivering exceptional service.
• Collaboration & Communication: Working closely with internal teams (e.g. marketing, operations, software development) to ensure seamless execution of request-for-proposals, client strategies, and address client needs effectively.
• Reporting & Analysis: Monitoring and analyzing key account metrics, preparing regular reports, and providing insights to internal stakeholders.
• Market Knowledge: Staying up to date on industry trends, competitor activities, and best practices to provide valuable insights and recommendations to clients.

***The successful candidate will travel to regional customer sites (50%) and should therefore be comfortable commuting as required to meet business needs and objectives***

Skills & Qualifications:

• Existing experience within and an understanding of the Retail industry: Knowledge of retail operations, processes, market trends, and competitive landscape in Italy.
• Established interpersonal and communication skills: Ability to build rapport with clients and communicate effectively with both internal and external stakeholders.
• Demonstrable negotiation and influencing skills: Ability to negotiate contracts, resolve conflicts, and influence decision-making.
• Strategic thinking and problem-solving: Ability to analyze complex situations, develop strategic solutions, and solve problems effectively.
• Results-oriented mindset: Proven ability to achieve sales targets, drive revenue growth, and exceed client expectations.
• Proficiency in relevant software and tools: Experience with CRM systems (e.g., Salesforce), data analysis tools, and Microsoft Office suite.
• Bachelor's degree in a related field (not essential): (e.g., Engineering, Marketing, Business)

EEO

Toshiba is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, disability, gender identity, gender expression, gender reassignment, marriage or civil partnership, pregnancy and maternity, race, religion or belief, sex, sexual orientation, or any other protected characteristic. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Individuals who may require reasonable adjustments because of a disability for any part of the employment process should email to inform of any requests.

Diversity, Equity & Inclusion

We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we’re committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency).

With over 50+ years of commitment to retail, we are RETAIL. Our RETAIL values (respect, empowerment, teamwork, adaptability, leadership) characterize what our employees and clients can expect when they work with us every time and all the time. We’re passionate about our customers the retail industry and becoming a more responsible company as we help create a brighter future