Key Account Manager – Discounter Channel

About the role

This position is responsible for managing and developing the commercial performance and operational execution of the Discounter Channel, driving sustainable and profitable growth.

Key responsibilities

• Develop and execute customer strategies for key Discounter accounts aligned with commercial objectives.
• Lead annual negotiations and Joint Business Plans, covering pricing, trade terms, promotional investments and activity calendars.
• Deliver volume, value and profitability targets while managing customer P&L, trade spend and ROI.
• Identify Revenue Growth Management opportunities across pricing, promotion, assortment and pack‑price architecture.
• Lead new product launches, track performance and prepare sales forecasts in collaboration with Supply Chain.
• Analyse customer, category and market data to generate actionable insights and build strong stakeholder relationships.

Required profile

• 8+ years of experience in Field Sales, Modern Trade, Key Account Management or Customer Development, preferably in an international FMCG company.
• Proven track record managing large‑scale retail/Discounter accounts and complex commercial negotiations.
• Strong commercial, analytical and negotiation skills with solid understanding of P&L, profitability, trade spend and ROI.
• Excellent communication, presentation and time‑management abilities.
• Fluent in English and able to work in a dynamic, deadline‑driven environment.