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.

Essential Functions & Accountabilities

• 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
• 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
• 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
• 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
• 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
• 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
• 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
• 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

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.