Overview

As an Account Lead (Senior Key Account Manager / Channel Manager), you will lead the collaboration with the largest supermarkets and hypermarkets chains in Poland. Your goal will be to grow the business, build long-term relationships, and lead a team of 6 Key Account Managers toward shared success. We are looking for someone who not only knows the FMCG market inside out but also thinks strategically, acts operationally, and inspires others. This position reports directly to the Sales Director, a member of the management board.

Responsibilities

Responsibilities:

• Develop and implement strategies for cooperation with key clients - based on data, insights, and real consumer needs.
• Build a long-term commercial strategy for the channel.
• Lead negotiations and create annual business plans (JBP) with clients - ensuring mutual benefits.
• Design and execute nationwide and promotional sales plans - in collaboration with the sales and trade marketing teams.
• Manage investment and promotional budgets - with a focus on ROI and efficiency.
• Conduct CDA agreement negotiations - from data analysis to final arrangements with the client.
• Support the team - develop competencies, share knowledge, provide coaching, and participate in joint client visits.
• Collaborate cross-functionally to drive growth with clients, including close cooperation with the field team supporting reporting chains.
• Engage in international cooperation with global structures - implement a holistic strategy and prepare and lead international negotiations.

Qualifications

We’re looking for you if:

• You have experience managing key clients in FMCG - including independent negotiations and strategy development.
• You have at least 8 years of experience in key account management and a minimum of 2-3 years in team management.
• You understand P&L and can make business decisions based on financial data.
• You know how to lead a team - you inspire, develop, and foster a collaborative atmosphere.
• You’re results-oriented but never lose sight of relationships.
• You communicate fluently in English and Polish.
• You hold a university degree - business-related fields are a plus.