Key Account Manager Modern Trade HORECA

We are seeking a commercially driven Key Account Manager to manage and grow a portfolio of strategic customers across either the Modern Trade or HoReCa channel.

The role will focus on strengthening existing customer relationships, identifying opportunities for profitable growth and delivering against key commercial KPIs including revenue, volume, margin, market share and account profitability.

Key Responsibilities

• Manage and develop a portfolio of key accounts
• Deliver agreed commercial KPIs across sales, volume, profitability and market share.
• Build strong, long-term relationships with key customers, buyers and decision-makers.
• Develop and execute customer account plans focused on profitable and sustainable growth.
• Identify opportunities to grow existing accounts through increased sales, distribution, product listings and share of business.
• Negotiate trading terms, pricing, promotions and commercial agreements while protecting profitability.
• Analyse account performance and sales trends to identify growth opportunities.
• Work closely with internal teams to ensure strong customer service and effective execution.
• Manage promotional and trade investment with a clear focus on commercial returns.
• Maintain a strong understanding of customer requirements, competitor activity and market developments.

Candidate Profile

• 3–5+ years of sales or key account management experience within FMCG.
• Proven experience managing key customers within either Modern Trade or HoReCa in FMCG
• Strong track record of growing existing accounts profitably and delivering commercial targets.
• Excellent interpersonal and communication skills, with the ability to build strong relationships across different levels.
• Excellent negotiation and influencing skills.
• Strong commercial acumen with a good understanding of revenue, margins and account profitability.
• Analytical, results-oriented and comfortable working against demanding commercial KPIs.

If you’re passionate about the FMCG industry and eager to make a significant impact in a growing company, we’d love to hear from you!