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Head of Global Key Account Management

  • Reference: 401311
  • Jobtype: Permanent
  • Løn: Attractive salary package

  • Sted: Denmark

Head of Global Key Account Management (GKAM)

Join Fritz Hansen, a global leader in furniture, in the role as Head of Global Key Account Management. You'll be part of a renowned furniture brand, contributing to its growth trajectory in the global contract market. This opportunity promises a professional, forward-thinking environment within a company that blends 150 years of heritage with an eye on innovation. Expect personal and professional development as you navigate the landscape of premium indoor and outdoor furniture, lighting, and accessories.

About the role

The Head of Global Key Account Management (GKAM) holds the overall responsibility for the strategic development of the global key account segment, focusing on approximately 50 global companies. It is imperative that the GKAM works in close collaboration with the local sales organization in optimization the potential with the global key accounts. A sales management driven approach with focus on pipeline management, project execution, and long-term relationship building are key for success in the role of Head of GKAM. The ultimate objective is to build long-term relationships that drives repetitive and sustainable business. 

The GKAM reports directly to the EVP of Sales & Brand Management, located in Denmark. The GKAM will be part of the commercial leadership team (Global Sales Marketing) all reporting to the EVP of Sales & Brand Management. 

The GKAM holds the key responsibility for developing the annual business plan and subsequently overseeing its execution post-approval by the EVP. Moreover, the GKAM plays a pivotal role in driving sales growth through the defined Global Key accounts, effectively managing the matrix team as necessary. This entails meticulous project and agreement follow-ups, ensuring seamless support for customers at every stage of the process, whether through direct engagement or via the respective Area Sales Managers. 

Main responsibilities:

  • Motivate and engage regional management and local sales teams to maintain a targeted focus on relevant local key accounts. This includes quarterly network meetings with the relevant Area Sales Managers working on Global Key Accounts.
  • Develop a comprehensive strategic framework for Global Key Account Management, encompassing aspects such as global pricing strategies, contractual frameworks, Terms and Conditions, stakeholder management, and CRM pipeline overview, among others.
  • Collaborate with internal stakeholders such as our Marketing department, Sales Support and Design Team to ensure a structured and aligned journey for our Global Key Accounts.  
  • Strengthen the relationship with the Global Key Accounts by nurture relationships and ensure brand visibility when needed.  
  • Ensure alignment of terms & conditions across regions for our individual accounts. 
  • Develop and implement internal training programs in sales processes and tools for our GKAM and contract segment. 
  • Maintain and develop internal key account network.

Overall Result objectives: 
  • Order intake based on organic growth via defined global Key accounts.
  • Maintain and evaluate of key account network.
  • Grow with the share of wallet within one account.
  • CRM system – pipeline index, actual versus target, quality.


  • Global Hunter profile with strategic sales competences.
  • Experience with working towards end users both locally and globally.
  • Outstanding collaborative skills both with external and internal stakeholders.
  • Experience working with design/furniture.  
  • Experience with corporate agreements.
  • Strong project selling skills with a long-term view.
  • Design interest and understands storytelling.
  • Can motivate non-reporting team long distance and understand how to work together in matrix organization across borders.

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