Key Account Manager – Distributor & Cash & Carry FMCG
KEY ACCOUNT MANAGER MANAGER
DISTRIBUTOR & CASH & CARRY FMCG
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 Traditional Trade Sales Manager 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, 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.
We welcome resumes or / and recommendations in English Language until latest FRIDAY 23.01.2026.
If, this opportunity does not interest you, but you would like to recommend a member of your professional network who might have the right profile and a potential interest in pursuing it, please don’t hesitate to forward them this ad or directly send us their coordinates.
Please consider that only the suitable candidates will be contacted for interview, but we appreciate everyone’s interest in our projects and would like to keep in touch for future projects.
Pendl & Piswanger offers HR and management advisory services in the last 40 years in CEE. As members of InterSearch, a worldwide executive search firm with more than 100 offices in 50 countries, we are amongst the top search firms globally and operate across all major industry sectors. We are experienced, innovative, and totally committed to our clients who gain competitive advantage by hiring great people. For more information, please visit www.ro.intersearch.org.