Strategic Account Manager (m/f/d)

AirPlus is a leading provider of solutions for managing payment for business travel and is seeking for a senior and experienced Strategic Account Manager. The dynamic team which is responsible for the largest customer portfolio of AirPlus. As a Strategic Account Manager, you will be responsible for developing and maintaining long-term relationships with key clients to achieve business objectives.

SEB Kort Germany

SEB Kort Group brings together AirPlus and SEB Kort under a Swedish banking license, combining scale, stability, and innovation. We serve corporate customers across Europe and North America and consumers in the Nordic region, with a clear ambition: to become Europe's leading corporate payment provider, while building long-term, sustainable profitability. With 1,400 colleagues from across 14 countries, SEB Kort Group is a truly international organization.

Visit us at airplus.com to learn more about a future in corporate payment.

1.Revenue Growth & Profitability

• Drive top-line revenue growth through strategic account development and value-based selling. Monitor account-level P&L to ensure profitability targets are met or exceeded.
  -Negotiate contract renewals, pricing models, and margin improvements in line with business objectives.

2. Upselling & Cross-Selling Strategy

• Identify opportunities to expand product or service adoption within existing accounts.
• Design and implement structured upselling and cross-selling initiatives based on account maturity and need. Negotiate commercial terms to balance customer value with business profitability.

3. Stakeholder Mapping & Influence

• Build influence across multiple levels of the client's organization—procurement, operations, C-suite, etc.
• Develop executive-level engagement strategies to position your organization as a strategic partner, not just a vendor.

4. Competitive Positioning & Value Proposition

• Position pricing and product strategy in response to competitor moves and market trends.

5. Renewal Strategy & Retention

• Deliver Quarterly Business Reviews (QBRs) to demonstrate ongoing value and secure long-term commitment.

• Bachelor's degree - Sales, Marketing, Finance, Travel or a related field
• 5+ years of experience in account management, strategic sales, or client relationship roles
• Proven track record of meeting or exceeding sales targets, revenue growth, and account profitability
• Experience managing enterprise or high-value accounts with complex stakeholder environments
• Demonstrated ability to upsell, cross-sell, and expand within existing client accounts
• Proficiency in contract negotiation, pricing strategies, and commercial deal structuring
• Experience in building and executing strategic account plans aligned to customer and business goals
• Ability to build long-term, trust-based relationships with senior stakeholders
• Excellent communication, interpersonal, and presentation skills
• Strong listening skills with the ability to identify customer pain points and tailor solutions
• Experience delivering high-impact QBRs, executive briefings, and strategic reviews
• Familiarity with procurement and vendor management processes on the client side
• Native German (spoken and written) / Business English (spoken and written)

Classification in the AirPlus organizational model (Cube): This role is classified in the basic profile Strategic Account Manager (Farmer) (Job family: Sales/Orientation: Consulting/Impact Level: Significant).

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