Key Account Manager

Tchibo is a unique company operating both as a retailer and a coffee brand, offering its FMCG products through retail chains as well as its own online store. According to Advantage Report, Tchibo is the category leader in hot beverages in 2025, further reinforcing its strong market position. In addition, based on Nielsen data, Tchibo is recognized as the fastest-growing coffee company in 2025.

We are looking for a Key Account Manager to join our growing organization and support our merchandising and planning operations.

Job Description

• Develop and execute comprehensive customer plans to drive overall business growth
• Achieve monthly sales targets and closely monitor performance metrics
• Build and maintain strong, long-term relationships with key customers; understand their needs and deliver solutions aligned with company objectives
• Expand existing accounts by identifying new business opportunities and driving growth
• Manage and regularly update Joint Business Plans (JBP) to ensure forecast accuracy and alignment
• Ensure full execution of company priorities, channel and brand strategies at store level, including sell-out tracking
• Lead and coordinate merchandising activities to ensure best-in-class in-store execution
• Collaborate closely with Field Sales teams to ensure operational excellence
• Manage category negotiations, pricing, visibility, and promotional activities
• Optimize product portfolio in collaboration with the National Account Manager (NAM)
• Analyze market trends, customer insights, and competitive landscape to develop action plans
• Work cross-functionally, especially with Marketing and other related teams
• Monitor reconciliation, open accounts, and payment processes
• Identify and implement new projects and business opportunities

Qualifications

• Bachelor’s degree in Business Administration, Economics, Engineering, or a related field
• Minimum 10 years of experience in Sales, Key Account Management, Business Development
• Proven track record in managing and growing large-scale accounts
• Strong relationship management, communication, and negotiation skills
• Results-driven, proactive, and entrepreneurial mindset
• Strong analytical skills with a high level of comfort working with numbers
• Advanced problem-solving and strategic thinking abilities
• Team player with strong collaboration skills

Excellent command of written and spoken English

• No restriction for travel; valid driver’s license and active driving skills