Informacje o stanowisku

Senior Key Account Manager (f/m/x)

in Mars Wrigley

Sales Department

Location: Warsaw

Hybrid working

This role is responsible for achieving profitable sales growth through creating and executing business plans for a core customer which contributes consistently to the unit’s NSV and/or has potential for significant future growth.  This role is accountable for maximizing customer and category performance whilst delivering efficient trade revenue optimization.  With full P&L responsibility this role is accountable for developing and maintaining strong and influential relationships with key customers and collaborating internally with key stakeholders to deliver first-class insights and solutions which help devise and execute mutually beneficial joint business plans and deliver sustainable growth.

This role manages one direct report with responsibility for daily coaching, mentoring, and performance reviews. Over time, the scope may expand to include additional team members, with accountability for talent development, succession planning, and building organizational capability to support future growth.

What would be your key responsibilities?

Customer Strategy & Business Planning:

• Lead the development and execution of short- and long-term customer strategies to maximize profitability, sales revenue, and alignment with company, category, and customer objectives.
• Build a deep understanding of customer environments—including market trends, competitors, and shopper needs—to design customer-centric plans that drive mutual growth.
• Manage customer P&L, trade investments, and contract budgets, ensuring compliance with governance and external requirements.
• Lead and manage the full contract negotiation process.
• Represent the company in relationships with senior customer stakeholders, including both buyers and executive management.
• Develop and co-develop channel strategies with a strong strategic perspective, using insights to drive category growth and achieve category leadership. 

Sales Delivery & Forecasting:

• Deliver accurate and timely forecasts, leveraging both consumption and shipment data, and apply continuous improvement practices.
• Design and implement customer-specific solutions in assortment, merchandising, pricing, and promotions, collaborating with Field Sales to ensure execution of central agreements and the Picture of Success.
• Oversee daily customer operations and ensure consistent execution of agreed plans.
• Drive new product launches with timely and effective execution to maximize marketplace impact.
• Leverage insights to influence customer decisions, identify new growth opportunities, and continuously evaluate initiatives to improve efficiency and effectiveness.

 Cross-functional Collaboration & Execution:

• Partner with Strategic Demand Leadership to develop compelling shopper marketing plans that support business objectives.
• Represent the team in the S&OP process and in interactions with internal Leadership Teams.
• Directly manage and mentor one team member, providing daily guidance, coaching, and support for development. This includes also leading annual performance review and supporting creation and implementation of individual development plans.
• Mentor and coach other team members to foster both business performance and people development.
• Support the team in preparing materials and data for customer meetings, participating directly when required.

What are we looking for?

• Minimum of 6 years in customer-facing roles within the FMCG industry, demonstrating strong commercial understanding and proven results in managing key accounts.
• Demonstrated experience managing multiple negotiation rounds with a single customer (ideally 2–3 full sessions), showing resilience, confidence, and advanced influencing abilities.
• Strong knowledge of the FMCG market, including experience working directly with key accounts such as Biedronka, Dino, Żabka, or Lidl.
• Advanced financial skills with a solid understanding of customer-specific dynamics, including budget management, trade revenue optimization, and delivering ROI.
• Ability to develop and co-develop channel strategies with a strong strategic perspective, using insights to drive category growth and achieve category leadership.
• Proven track record in selling, negotiating, and leveraging insights to deliver tailored customer plans that achieve company and customer objectives. Experience delivering successful solutions across product, placement, and promotion.
• Excellent interpersonal skills with the ability to build long-term, influential relationships with key decision-makers that drive mutual growth. Able to assess needs, propose beneficial solutions, overcome objections, manage conflict positively, and close sales effectively.
• Experience collaborating with Category teams, deploying fundamentals of Category Leadership, driving category growth, and achieving category captaincy.
• Experience managing either an individual or a small team, including setting objectives, providing coaching and feedback, addressing underperformance, and recognizing top performers.
• Demonstrated proactive approach in supporting the growth of colleagues and peers through guidance, mentorship, and practical support.
• Fluent in both Polish and English, with the ability to communicate effectively with customers, colleagues, and senior stakeholders.
• Previous roles in Sales, Marketing, or Category Management are highly valuable assets.

What can you expect from Mars?

• Contract of employment.
• Attractive financial conditions with Business Bonus and Christmas Bonus.
• We will also look after your safety and well-being by offering you rich benefits package including life insurance, private medical care, Employee Assistance Program fully covered by Mars, MultiBenefit Program.
• Lunch card.
• Extra savings scheme to support You in long perspective.
• Support in career building through personalized development plan.
• On-line shop with attractive discounts on our products that Your family and friend are going to love.
• Possibility to participate in volunteering initiatives during working hours.
• A modern and pet friendly office in the City Centre.

Apply now and upload you profile in English.

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