Key Account Manager – Distributor

Location
: Bucharest | National Scope | Traditional Trade & Cash & Carry channels

Our client is an
international FMCG company, among the global leaders in its category
, renowned for its strong brands and sustained growth across multiple markets. In Romania, the company has built a solid presence with products distributed through both
Traditional Trade
and
Modern Trade
, relying on strong partnerships with distributors and retailers nationwide.

The business is now entering a new phase of development, aiming to strengthen execution across
Traditional Trade
and
Cash & Carry channels (Metro, Selgros)
while ensuring profitable expansion.

To support this ambition, we are recruiting a
Key Account Manager – Distributor & Cash & Carry
with national responsibility – a leadership role at the core of the commercial strategy.

ROLE OVERVIEW

Reporting to the
Sales Director
, the Key Account Manager will have
direct responsibility for the exclusive national distributor
and for
Cash & Carry key accounts (Metro, Selgros)
.

The role has
no direct people management
, but requires strong
influence, coordination, and ownership
across partners and internal stakeholders. Reporting directly to the Sales Director, the
Key Account Manager – Distributor & Cash & Carry
will:

• Lead the
  relationship with
  the
  exclusive national distributor
  .
• Take ownership of
  Cash & Carry key accounts (Metro, Selgros)
  for negotiations, joint business plans, and promotional activities.
• Ensure commercial strategy, trade terms, and promotional calendars are aligned across channels, avoiding overlaps and securing profitable execution.
• Work cross-functionally with Key Account Managers, Field Sales, Trade Marketing, Category Management, and Finance to deliver integrated customer solutions.

KEY RESPONSIBILITIES

Distributor Key Account Management

• Own and manage the relationship with the
  exclusive national distributor
  .
• Lead annual commercial planning, forecasts, promo calendars, and contractual discussions.
• Ensure execution quality, numeric distribution growth, and profitable expansion in Traditional Trade.
• Act as the main escalation point for performance, execution, and alignment topics.

Cash & Carry Key Accounts (Metro, Selgros)

• Full KAM responsibility: contracts, negotiations, joint business plans, promotions, and execution follow-up.
• Drive profitable growth, assortment optimization, and promotional ROI.
• Ensure alignment between C&C and Traditional Trade to avoid channel conflicts.

Commercial Planning & Performance

• Deliver sales, distribution, and profitability targets for assigned accounts.
• Track KPIs such as sales performance, ROI of trade investments, and execution metrics.
• Translate commercial strategy into clear, actionable plans with measurable outcomes.

Cross-Functional Collaboration

• Work closely with Trade Marketing, Category Management, Finance, and Supply Chain.
• Ensure pricing, promotions, and availability are aligned with commercial objectives.
• Provide structured input into broader channel and brand strategies.

KEY SUCCESS FACTORS

• Strategic yet hands-on leadership:
  balances market execution with structured commercial planning.
• Initiative & project ownership:
  proposes and drives impactful projects with clear ROI.
• Commercial sharpness:
  strong in negotiations, contract management, and profitability-driven decisions.
• Channel integration:
  ensures alignment of TT and C&C to avoid internal conflicts.
• Cross-functional influence:
  works effectively with Trade Marketing, Finance, and Category teams.
• Profitability orientation:
  keeps margin and profitability as the main KPI, alongside distribution and share.
• Resilience & adaptability:
  navigates complexity and dynamic FMCG market conditions.

CANDIDATE PROFILE

Professional Experience

• 5–8+ years of progressive commercial experience in FMCG.
• At least 3 years proven track record in TT leadership and distributor management.
• Exposure to Cash & Carry or Key Account Management strongly preferred.
• Solid exposure to
  contract negotiations, JBPs, and trade terms
  .
• Experience working in matrixed organizations and influencing without direct authority

Functional Competencies

• Commercial and business acumen, contract management, negotiation.
• Trade marketing knowledge and understanding of supply chain basics (forecasting, replenishment).
• Strong communication and presentation skills, both internally and with external partners.

Leadership Competencies

• Strategic mindset combined with operational pragmatism.
• Initiative, ownership, and ability to structure projects with ROI logic.
• Inspires and develops indirect teams; empowers ASMs to raise execution quality.
• Profitability-oriented decision-making.

Languages

• Romanian: native or equivalent.
• English: fluent, both spoken and written.

ATTRACTIVE ASPECTS

This is a unique opportunity to join a premium FMCG player with strong brands and ambitious growth plans in Romania. The successful candidate will:

• Manage the sole national distributor relationship, a critical partnership for long-term success.
• Lead both
  Traditional Trade
  and
  Cash & Carry
  , two strategically interconnected channels.
• Drive profitable growth and execution excellence across a large national field sales team.
• Contribute to shaping commercial strategies in a competitive FMCG market.
• Work in a collaborative, international environment where profitability, innovation, and consumer focus go hand in hand.

APPLICATION PROCESS:

If this role is interesting for you, please apply by submitting your updated CV in English.

Candidates whose backgrounds align closely with the role will be invited to participate in comprehensive interviews to evaluate fit, motivation, and alignment with the role's requirements.

If this opportunity does not interest you but you know someone who would be good fit, feel free to share this ad with them.

We thank all applicants for their interest, however only those under consideration for the role will be contacted for further discussions.