Manager Key Accounts & Wholesales

Job description

Purpose of the job:

Lead key account and wholesale performance by developing commercially sustainable customer partnerships that expand channel reach, improve category visibility and deliver profitable growth.

Principal Accountabilities:

• Develop the key account and wholesale channel strategy

• Build joint business plans with priority customers and wholesale partners

• Lead commercial negotiations within approved parameters and governance

• Establish customer-specific assortment, activation, visibility and execution plans

• Identify opportunities in Modern Trade, HORECA, premium outlets and other priority accounts

• Strengthen wholesale reach while protecting channel integrity and commercial terms

• Track customer profitability, investment effectiveness and contractual performance

• Build senior-level customer relationships and manage escalations

• Coordinate launches and category initiatives with SFP, CC and Trade Marketing

• Ensure accurate forecasting and demand visibility for key customers.

Requirements:

• Bachelor’s degree in Business, Marketing, Economics or a related discipline

• Typically 6 to 8 years of commercial experience, including key account, wholesale or channel-management responsibility

• Demonstrated experience in customer negotiations and joint business planning

• Strong understanding of commercial terms, margins and account profitability

• Experience in FMCG, tobacco, retail, consumer goods or a comparable sector.

• Commercial and financial acumen

• Partnership development

• Data-based decision-making

• Strong stakeholder and strategic customer management

Responsibilities

• Develop the key account and wholesale channel strategy
• Build joint business plans with priority customers and wholesale partners
• Lead commercial negotiations within approved parameters and governance
• Establish customer-specific assortment, activation, visibility and execution plans
• Identify opportunities in Modern Trade, HORECA, premium outlets and other priority accounts
• Strengthen wholesale reach while protecting channel integrity and commercial terms
• Track customer profitability, investment effectiveness and contractual performance
• Build senior-level customer relationships and manage escalations
• Coordinate launches and category initiatives with SFP, CC and Trade Marketing
• Ensure accurate forecasting and demand visibility for key customers.

Requirements

• Bachelor’s degree in Business, Marketing, Economics or a related discipline
• Typically 6 to 8 years of commercial experience, including key account, wholesale or channel-management responsibility
• Demonstrated experience in customer negotiations and joint business planning
• Strong understanding of commercial terms, margins and account profitability
• Experience in FMCG, tobacco, retail, consumer goods or a comparable sector.
• Commercial and financial acumen
• Partnership development
• Data-based decision-making
• Strong stakeholder and strategic customer management