Head of Key Accounts

Overview

Lead and manage commercial strategy implementation for key customers, with responsibility for pricing, promotions, forecasting, negotiations, and performance tracking to drive share/category growth.

What you'll do

• Develop long- and mid-term customer strategies aligned to business objectives.
• Implement national price strategies and set customer pricing accordingly.
• Plan promotions to drive share and category growth while protecting channel profitability.
• Analyze data sources (e.g., Nielsen, scanner, customer data) to identify growth opportunities.
• Continuously forecast sales and prepare trade spend budgets to meet profitability targets.
• Lead yearly negotiations with key customers, including scenario planning.
• Track and monitor volume and profitability targets using sales reports and commercial reviews.

What you'll need

• University degree, preferably Economics or Business Administration.
• 5–10 years professional experience in Key Account or Commercial Management.
• Proven track record managing and developing successful commercial teams.
• Experience with managing value chains and controlling budgets, including investment optimization.
• Analytical/planning and negotiation skills tied to financial bottom-line implications.
• Ability to work with SAP/BI to plan and track sales results (ideally).
• Fluency in English (verbal and written).