Manager Key Accounts & Wholesales
Skills
About this role
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