Key Account

Job Description

The Key Account Specialist plays a critical role in driving strategic growth within key accounts by leading the development and execution of Joint Business Plans (JBP), strengthening relationships with mid- to senior-level stakeholders, and ensuring high-impact commercial execution.

This role acts as a strategic partner to the Key Account Manager, owning the day-to-day business with key customers while contributing to long-term growth, sell-out acceleration, and market share expansion.

Responsibilities

Job Summary:

• Leading the development and execution of Joint Business Plans (JBP) within assigned accounts
• Managing relationships with managers and senior managers on the customer side
• Driving sell-in and accelerating sell-out performance
• Contributing to market share growth and category expansion
• Leading execution strategies aligned with company priorities
• Acting as a bridge between strategic direction (KAM) and execution in the market
• Acts as a key interface between customers and internal teams

This role combines strategic thinking with strong execution leadership.

Essential Functions & Accountabilities:

• Strategic Account Development

Support and drive the development of strategic accounts, ensuring alignment between company objectives and customer priorities.

Responsibilities include:

• Identify growth opportunities within assigned accounts
• Contribute to account strategy development
• Drive implementation of strategic initiatives
• Support long-term business growth and partnership development
• Joint Business Planning (JBP) Leadership

Lead the development and execution of Joint Business Plans with assigned customers.

Includes:

• Co-create JBP initiatives with customers
• Define key actions, timelines, and KPIs
• Lead execution and ensure delivery of agreed outcomes
• Monitor performance and implement corrective actions (PDCA)
• Customer Relationship Management

Build and manage strong relationships with mid- to senior-level stakeholders within key accounts.

Includes:

• Engage with customer managers and senior managers
• Understand customer priorities, challenges, and business drivers
• Act as a trusted business partner
• Influence decision-making through value-based discussions
• Sell-in, Sell-out & Commercial Performance

Drive commercial performance within assigned accounts.

Responsibilities include:

• Drive sell-in aligned with account strategy
• Lead initiatives to accelerate sell-out
• Monitor KPIs and business performance
• Identify opportunities to expand category and product adoption
• Execution Leadership & Category Excellence

Ensure high-quality execution of commercial strategies across accounts.

Includes:

• Lead execution of category fundamentals and “perfect store”
• Ensure consistency and excellence in implementation
• Drive activation plans and promotional initiatives
• Monitor execution performance and take corrective actions
• Strategic Product Growth

Drive growth of strategic products within assigned accounts.

Includes:

• Prioritize key products aligned with company strategy
• Lead product-focused initiatives
• Monitor performance and optimize execution
• Ensure alignment with broader commercial priorities
• Cross-functional Collaboration

Work closely with internal stakeholders to ensure alignment and execution excellence.

Key interfaces include:

• Key Account Manager, Inside Sales Team, Regional Sales Teams, Marketing and Trade Marketing, Supply Chain, Customer Service
• Key Performance Indicators (KPIs)

Performance will be measured through:

• Revenue growth within assigned accounts
• Sell-out performance and acceleration
• Execution of Joint Business Plans
• Market share contribution within accounts
• Quality of customer relationships
• Execution excellence and KPI delivery

Travel:

Moderate to frequent travel required (approximately 30–50%) to engage with customers and support execution of account strategies

Qualifications

Knowledge, Skills and Abilities:

• Key account management and Joint Business Planning (JBP)
• Channel dynamics and category management
• Sales performance metrics and commercial execution
• Strategic account planning and execution
• Stakeholder management and relationship building
• Communication and influence with mid-level stakeholders
• Lead and execute business plans within accounts
• Influence customer decisions and drive alignment
• Translate strategy into impactful execution
• English: Intermediate to advanced
• Strategic Thinking, Customer Focus, Execution Excellence, Collaboration, Results Orientation, Proactivity, Accountability

Experience:

• 4–8 years of experience in sales, key account management, or commercial roles
• Experience managing or supporting strategic accounts
• Experience in developing and executing Joint Business Plans
• Proven ability to engage with mid-level stakeholders (managers and senior managers)
• Strong track record in driving commercial performance

Education:

• Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields
• MBA or postgraduate degree in Business, Sales or Marketing preferred.
• English: Intermediate to advanced