Key Account Manager

Key Account Manager

Department: Sales

Reports To: Head of Modern Trade

Role Overview

The Key Account Manager is responsible for managing strategic relationships with designated retail partners. The role focuses on driving profitable growth executing joint business plans and ensuring excellent in-store execution while strengthening long-term partnerships.

What Success Looks Like in This Role

• Strong strategic partnerships with key retailers
• Consistent delivery of growth targets and margin objectives
• High-quality execution in stores across all accounts
• Proactive identification of growth opportunities
• Reliable data-driven decision making

Role:

1. Account & Relationship Management

• Act as the main point of contact for assigned retail accounts
• Build strong trust-based relationships with buyers and category managers
• Lead regular business reviews (monthly/quarterly) with customers

2. Commercial Management

• Negotiate annual agreements (JBPs) trading terms and promotional plans
• Manage list price implementation for each account
• Ensure delivery of sales targets: volume revenue and profitability
• Monitor and optimize trade spending and investments (listing fees promos visibility)

3. Joint Business Planning (JBP)

• Develop and implement annual Joint Business Plans with each retailer
• Identify growth levers: assortment expansion promotions shelf space innovation
• Align internal plans with customer strategies and category objectives

4. Execution Excellence

• Ensure flawless execution in-store (availability visibility promotions) together with the Field team
• Work closely with the field team to drive store-level performance
• Monitor KPIs such as out of stocks share of shelf and promo compliance

5. Data Analysis & Insights

• Analyze sell-in / sell-out data to identify risks and opportunities
• Use retailer data (e.g. NielsenIQ retail portals) to support strategi decisions and promo plans
• Prepare forecasts and demand plans for designated clients in collaboration with supply chain

6. Cross-functional Collaboration

• Work closely with Marketing Supply Chain Finance and Trade Marketing
• Permanent communication with the field team in order to assure perfect L3Feet implementation
• Ensure alignment on launches promotions and stock availability
• Support new product listings and go-to-market execution

7. Risk & Issue Management

• Proactively identify risks (stock shortages delistings margin pressure)
• Resolve escalations quickly and maintain business continuity
• Ensure compliance with contractual agreements

What do we expect

You dont have to meet all of the requirements listed below to be considered for this position. If you believe your experience and skills can add value to this role we strongly encourage you to apply.

• 37 years of experience in Sales preferably in FMCG
• Proven experience working with Modern Trade retailers/key commercial partners
• Strong track record in negotiations and delivering commercial targets
• Strong negotiation and influencing power
• Deep understanding of Modern Trade dynamics and retail economics
• Analytical skills
• Excellent stakeholder management (internal & external)
• High level of ownership and accountability
• Excel (financial modeling data analysis)
• Experience with CRM and retailer platforms
• Familiarity with market data tools (e.g. NielsenIQ IWSR) is a plus

What We Offer:

• Work in a friendly atmosphere
• development in an international organization with prestigious brands with history;
• comprehensive onboarding in tasks and training support in the development of professional skills;
• opportunities for personal development and experience in working with high-ranking experts;
• a bonus system based on the achievement of individually set goals;
• a package of company benefits

Job Posting End Date:

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