OPEN POSITION

Key Account Manager (m/f/d)

Germany · Full-time · Starting immediately

THE ROLE

Grow key accounts, do not just administer them.

OPAL makes the physical world readable. We create the identity layer that modern supply chains run on, from the factory floor to the shelf. We are an established company with an entrepreneurial spirit and short decision-making paths.

We are guided by four principles: Earn trust. Create clarity. Own outcomes. Do what is right.

As we build the next chapter of our growth and development, we are looking for an ambitious Key Account Manager who is excited to build it with us. Someone who takes ownership, thrives on creating lasting customer relationships, and wants to leave a mark rather than just fill a seat.

Your focus is on northern Germany, including the Hamburg area, Kiel, Lübeck, Bremen and Hanover, as well as North Rhine-Westphalia and the Rhineland with Düsseldorf, Cologne, Essen, Dortmund and Bonn.

RESPONSIBILITIES

Customer relationships that go beyond the individual deal.

Own and grow a portfolio of key customer relationships in Germany, acting as a trusted point of contact who understands each client business beyond the immediate deal.
Develop and drive a business plan for each key account that translates client goals into a clear roadmap of initiatives, targets and milestones.
Continuously assess each customer current processes to identify where OPAL solutions can optimise workflows or improve traceability, then position and implement the initiatives that strengthen OPAL as a preferred partner.
Proactively identify cross-selling and upselling opportunities by understanding how a customer needs are evolving and where OPAL can create additional value.
Build and maintain long-term, trusted relationships with decision-makers and act as a business partner rather than simply a vendor contact.
Lead contract and terms negotiations in line with our commercial guidelines, always focusing on the value delivered rather than price alone.
Work closely with all relevant departments to ensure that the solutions and plans developed with the customer are translated into a smooth handover and successful implementation.
Represent OPAL at trade fairs and customer events and actively promote our consultative sales approach.
Keep pipeline and account data accurate and up to date in our CRM, using it as a tool to manage and develop accounts rather than only for reporting purposes.

QUALIFICATIONS

What you bring.

Experience: Minimum five years of consultative sales experience in IT, Auto-ID or supply chain solutions, with a proven track record of identifying and implementing process improvements for customers rather than simply closing transactions.
Business approach: Ambitious, with a balanced farmer-and-hunter mindset. You are equally motivated to win new business and to grow and develop existing key accounts over time.
Communication and negotiation: Confident engaging with decision-makers at all levels, able to challenge existing processes constructively and negotiate based on demonstrated value.
Way of working: Structured and self-driven, managing your accounts with a long-term business perspective rather than reacting deal by deal.
Languages: Confident in German and English.
Other: Valid category B driver licence and willingness to travel within your territory.

WHAT WE OFFER

What you can expect from us.

Your own territory.

You develop existing key accounts in a clearly defined territory rather than starting from scratch.

Collegial team.

A team that works together and supports each other.

Short decision-making paths.

Decisions are made where the knowledge sits, without long approval loops.

Room to shape things.

You actively contribute to the development of our solutions.

Career momentum.

A role for people who want to take the next step, with visibility up to management level.

Clear principles.

Earn trust, create clarity, own outcomes, do what is right: at OPAL these are lived principles, not a poster on the wall.

Have we sparked your interest?

We look forward to receiving your application, including your salary expectations.

Apply now