Key Account Manager

The Key Account Manager is responsible for:

• Managing and developing the company’s most strategic accounts (including global customers)

• Driving sell-in, accelerating sell-out, and expanding market share

• Leading the execution of Joint Business Plans (JBP)

• Building strong partnerships at C-level

• Leading and developing a multi-layered commercial team

• Influencing cross-functional stakeholders and aligning organizational priorities

• Driving growth of strategic products and categories

 

This role operates at the intersection of strategy, execution, and leadership, acting as a key driver of business performance.

Responsibilities

Essential Functions & Accountabilities:

 

1. Strategic Account Leadership

Lead and develop long-term partnerships with key accounts, positioning the company as a strategic business partner.

 

Responsibilities include:

• Build strong relationships with senior stakeholders, including C-level executives

• Manage complex and high-impact customer relationships

• Drive long-term business growth and strategic alignment

• Influence customer decision-making through value-based discussions

 

1. Team Leadership & Development

Lead and develop a high-performing team responsible for key account execution.

 

Scope includes:

• Direct leadership Key Account Specialists

• Leadership of the Inside Sales structure

• Define clear priorities, goals, and performance expectations

• Develop team capabilities in consultative selling and execution excellence

• Foster a high-performance and accountability-driven culture

 

1. Joint Business Planning (JBP)

Develop and execute robust Joint Business Plans with key customers.

 

Includes:

• Define shared strategic objectives and KPIs

• Align company and customer growth strategies

• Drive disciplined execution and follow-up (PDCA)

• Ensure continuous performance tracking and optimization

 

1. Sell-out Acceleration & Execution Excellence

Drive strong execution and sell-out performance across key accounts.

 

Responsibilities include:

• Accelerate sell-out through demand generation and activation initiatives

• Ensure execution of category fundamentals and “perfect store”

• Monitor performance indicators and implement corrective actions

• Guarantee high standards of execution across channels

 

1. Negotiation & Commercial Strategy

Lead complex and strategic negotiations with key customers.

 

Includes:

• Negotiate commercial agreements, pricing, and investments

• Ensure balanced agreements with clear counterparts

• Protect profitability while driving growth

• Manage trade investments strategically

 

1. Strategic Product & Category Growth

Drive the growth of strategic products and categories within key accounts.

 

Includes:

• Prioritize high-impact and strategic products

• Align product strategy with customer needs

• Drive category development within accounts

• Monitor performance and adjust strategies accordingly

 

1. Cross-functional Leadership & Alignment

Act as a central point of alignment across multiple internal stakeholders.

 

Responsibilities include:

• Influence and align teams such as Sales, Marketing, Trade Marketing, Supply Chain, and Finance

• Lead projects involving multiple functions and senior stakeholders

• Drive organizational alignment to deliver customer strategies

• Provide strategic directions to ensure execution consistency

 

1. Key Performance Indicators (KPIs)

Performance will be measured through:

 

• Revenue growth within key accounts

• Sell-out performance and acceleration

• Market share growth

• Execution of Joint Business Plans

• Team performance and development

• Customer satisfaction and partnership strength

• Profitability and ROI on investments

 

 

Travel: 

• Frequent travel required (approximately 40–60%) to engage with key customers, including strategic and global accounts, and to support execution of business plans

Qualifications

Knowledge, Skills and Abilities:

• Key account management, JBP, and commercial strategy

• Market dynamics, channel management, and category development

• Financial and commercial analysis (pricing, margins, ROI)

• Executive communication and C-level influence

• Strategic negotiation and stakeholder management

• Leadership and team development

• Build and influence high-level strategic partnerships

• Align and mobilize cross-functional teams toward common goals

• Translating complex data into strategic decisions and actions

• English: Advanced proficiency (required for interaction with global customers and stakeholders)

• Strategic Thinking, Leadership & Influence, Customer Centricity, Results Orientation, Analytical Mindset, Protagonism and ability to challenge the status quo

 

Experience:

• 8 to 12 years of experience in sales or key account management roles 

• Proven experience managing strategic accounts and driving business growth 

• Experience leading teams and influencing cross-functional stakeholders

• Strong track record in negotiation, JBP execution, and customer partnership development

• Experience engaging with senior stakeholders, including C-level

 

Education:

• Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields

• MBA or postgraduate degree in Business, Marketing, or Sales Management preferred.