Key Account Manager - Modern Trade, Cash & Carry (m/f/x)

Scope

We are looking for a Key Account Manager for Modern Trade and Cash & Carry channel to join the sales team in Warsaw. You will be responsible for managing the customer relationships and sales related activities in key customers in Modern Trade and Cash & Carry as well for revenue, distribution and profit objectives for the respective accounts. You will work closely with the rest of the Key Account, Marketing, Finance & Customer Service teams and be responsible for developing the customer plans and the execution of the plan for your area of responsibility. You will report directly into the Managing Director for Poland.

Responsibilities

• Delivering the target sales revenue, volume and profit with strong growth algorithm in upcoming years.
• Prepare and execute Joint Business Plans with key customers in scope of responsibility.
• Focus on distribution expansion and promotional activities improving overall visibility of the Capri Sun brand in Poland.
• Best‑in‑class account management with our retail partners in Modern Trade / Cash & Carry channels to widen distribution of our products and strengthen our connection with key customers at different disciplines.
• Track agreed key performance indicators with customers.
• Ensure strong control standard compliance through solid governance of all commercial activities and investments by annual commercial contract agreements with all customers, followed up in Capri Sun contract system (CAMS).
• Develop and implement the annual plan to capture market opportunities in the various accounts by working closely with both internal & external stakeholders (sales, marketing, supply chain, finance). This includes setting the strategic framework, securing promotional support plan, implementation of pricing, SKU portfolio optimization and revenue management activities.
• Ensure aligned commercial & marketing agenda through synchronized activities and budgets between the two functions through strong coordination with Trade Marketing & Marketing.
• Ensure annual plan initiatives are implemented in accordance with customers’ time requirements.
• Be gatekeeper of critical timelines of customers ensuring readiness of all commercial activities / new projects / launches for trade windows / product registration.
• Analyze data to identify short‑term and long‑term sales opportunities.
• Handle and analyze portfolio to ensure optimal mix in accordance with P&L, consumer trends and competition.
• Forecast aligned 24‑month demand plan to identify volume risks & opportunities and potential mitigation plans.
• Ensure monthly reporting aiming to improve forecast accuracy.
• Contribute to the preparation for monthly & quarterly senior management meetings.
• Relationship management: Act as the primary point of contact for key stakeholders, building and maintaining deep, multi‑level relationships (up to C‑level) to secure a "Trusted Advisor" status.
• Location: Located in Warsaw region and willing to come to the office as required.

Profile / Qualifications

• 5 years of experience in Key Account Management in Poland with a brand‑led FMCG company.
• Experience in collaboration with Eurocash, Dino, Żabka is an advantage.
• Proven ability to build partnerships within retail customers with multiple levels of alignment in those organisations (up to C‑level).
• Passion for high performance: we have big growth ambitions and aspirations in PL to build the Capri‑Sun brand through distribution expansion, innovations and new business model.
• Can influence customers with win‑win proposals.
• Works effectively and inclusively with a range of people within the Capri Sun teams and outside the organisation.
• Has the adaptability and resilience to balance short‑term business focus with a long‑term strategic view in the support of business growth.
• Self‑motivated with the maturity to manage the ambiguity of a local sales & marketing organisation.
• Able to simplify data analysis (e.g. Kantar, Nielsen) to aid senior management team’s decision making.
• Ability to work cross functionally within an international matrix organisation.
• Strong organizational skills.
• Ability to multitask and prioritize workload for himself/herself and the team.
• Polish native speaker.
• Command of English highly preferred (min. B1+ / preferred B2+).

What You Can Expect

Broad variety of tasks and freedom to act. Plenty of opportunities to challenge and drive things forward. Participate in global training and development programmes. Structured and tracked performance reviews twice a year. Enjoying taking off together with motivated and professional colleagues. The chance to shape a loved brand that makes people smile all around the world. An established and growing company with a strong reputation. Participate in local benefits programme like company sponsored multisport card, health insurance, life insurance etc. A short and fast recruitment process with two interview rounds.