Senior Key Account Manager – FMCG

About the role

We are looking for a Senior Key Account Manager to lead a portfolio of strategic FMCG and e‑commerce accounts. You will be responsible for driving revenue, margin and growth while building long‑term partnerships with brand owners, distributors and marketplace sellers.

Key responsibilities

• Develop and execute strategic account plans for key FMCG and e‑commerce accounts.
• Build and maintain trusted relationships with senior stakeholders at brand owners, distributors, marketplace sellers and retail partners.
• Identify new business opportunities within existing accounts and lead end‑to‑end negotiations of commercial terms and annual agreements.
• Partner with category and marketing teams to design trade promotions, digital campaigns and growth initiatives.
• Analyze sales performance, market trends, shopper insights and competitive activity to provide data‑backed recommendations.
• Coordinate with supply chain, logistics and operations to ensure product availability and on‑time delivery.
• Prepare and present business reviews, forecasts and executive summaries to internal leadership and external partners.
• Mentor junior account team members and contribute to continuous improvement of account management processes.

Required profile

• Bachelor’s degree in Business Administration, Marketing, Economics or a related field.
• 3‑5 years of experience in key account management, B2B sales, trade marketing or business development, preferably within e‑commerce, FMCG, retail or marketplace environments.
• Proven track record of managing complex accounts, negotiating commercial agreements and delivering sustained revenue growth.
• Strong understanding of e‑commerce platforms, digital merchandising and FMCG go‑to‑market models.
• Excellent communication, presentation and stakeholder management skills in English; additional languages are a plus.
• Ability to travel as required to meet customers and attend industry events.

Required skills

• Microsoft Excel
• Microsoft PowerPoint
• CRM tools
• Sales analytics tools