vio - Key Accounts Director (Strategic Supply)

• Strategic Account Ownership • Own a portfolio of Vio's largest and most strategic supply accounts end-to-end as a single accountable individual, covering the full partnership lifecycle: commercial alignment, performance optimization, rate and distribution management, escalations, and growth • Be the voice of these accounts inside Vio: represent their perspective in strategic conversations across the company — including how we shape our supply strategy and evolve our partnerships over time — and ensure account considerations are reflected in decisions well beyond the day-to-day • Define and execute a dedicated growth plan per account: revenue targets, specific levers (feed expansion, rate improvements, exclusive deals, promotional campaigns), milestones, and regular progress reviews with the partner and internal stakeholders • Develop a deep understanding of each partner's business - their strategy, priorities, ways of working, and what success looks like for them - and use that understanding to build alignment and create outcomes that work for both sides • Relationship Building & Stakeholder Management • Build deep, multi-level, trust-based relationships across each account - from working teams to senior leadership - and act as the face of Vio to these partners • Conduct regular business reviews, executive meetings, and working sessions; represent Vio at industry events and in-person partner visits • Navigate sensitive conversations with excellent interpersonal judgment: knowing when to push, when to concede, and how to preserve the relationship while defending Vio's interests • Serve as the escalation point for anything concerning these accounts, internally and externally • Navigating Complex Partnerships • Manage multi-dimensional relationships where interests align in some areas and diverge in others - always finding the path that grows the shared business • Balance the interests of both sides thoughtfully: understand what matters most to each partner and build account strategies that respect the full context of the relationship • Exercise sound judgment on commercial sensitivity, information sharing, and contractual commitments while building genuine trust • Anticipate strategic shifts on the partner side (distribution policy changes, market moves, changing priorities) and prepare Vio's position before they materialise • Strategic & Commercial Growth • Think beyond the standard playbook: design out-of-the-box solutions, deal structures, and win/win constructs that grow the account where conventional levers are exhausted • Negotiate high-stakes commercial agreements - terms, overrides, exclusive and secret deals, tactical promotions, rate distribution rules, and SLAs - with sophisticated counterparts • Proactively initiate re-negotiations when performance data, market conditions, or competitive benchmarking reveal opportunities • Propose and run commercial experiments (pricing tests, promotional trials) with these partners, track results, and scale what works • Performance & Analytics • Monitor and act on account-level KPIs: revenue, margin, conversion, price competitiveness, availability, mapping coverage, and content quality • Identify root causes of underperformance and translate data into concrete commercial actions and partner conversations • Detect issues and opportunities early - before they impact revenue or the relationship • Cross-Functional Collaboration • Collaborate closely with Pricing, Meta, Connectivity/Integration, Finance, Analytics, Product, and Customer Support to deliver on account commitments • Ensure integration health for your accounts: connectivity stability, price accuracy, content completeness, and SLA compliance • Provide commercial input to product and pricing decisions affecting your accounts