Key Account Manager – Modern Trade
KEY ACCOUNT MANAGER
MODERN TRADE
Location: Bucharest | Modern Trade | FMCG | Individual Contributor Role
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.
As part of its continued focus on profitable growth and execution excellence in Modern Trade, the company is strengthening its commercial team and is recruiting a Key Account Manager – Modern Trade, a hands-on role with full ownership of assigned key retail partners.
ROLE OVERVIEW
This is an individual contributor role with full commercial responsibility for allocated Modern Trade customers. The position combines strategic account planning with strong execution focus and requires close collaboration with internal teams to deliver sustainable, profitable growth.
Reporting directly to the Sales Director, the Key Account Manager will be responsible for managing the entire commercial agenda for assigned accounts, from Joint Business Planning and negotiations to forecasting, trade investments, and in-store execution follow-up.
KEY RESPONSIBILITIES
Customer & Relationship Management
- Manage, develop, and strengthen long-term partnerships with assigned Modern Trade customers.
- Act as the main commercial interface between the company and key retail partners.
- Initiate, negotiate, and implement Joint Business Plans (JBPs) aligned with company strategy.
Sales Planning & Performance Management
- Define and manage annual, quarterly, and monthly sales plans per account.
- Prepare and monitor sales forecasts, ensuring high forecast accuracy.
- Track performance versus targets, identifying risks and proposing corrective actions.
Commercial Strategy & Execution
- Translate national commercial and marketing strategies into customer-specific action plans.
- Negotiate contracts, listings, promotions, and trade terms with a strong focus on profitability.
- Propose and implement commercial initiatives aimed at driving incremental volume and value.
Merchandising & In-Store Execution
- Coordinate and monitor merchandising projects, planograms, visibility initiatives, and POSM execution.
- Ensure execution standards are respected across assigned customers and stores.
- Evaluate execution quality and efficiency of trade investments, initiating improvements where needed.
Market Intelligence & Reporting
- Monitor market trends, customer dynamics, and competitive activity in Modern Trade.
- Prepare regular performance analyses, post-promotion evaluations, and efficiency improvement proposals.
- Share relevant insights with internal stakeholders to support decision-making.
KEY SUCCESS FACTORS
- Strong ownership mindset and accountability for results per account.
- Excellent balance between analytical planning and hands-on execution.
- Commercial sharpness in negotiations, contract management, and trade investment decisions.
- Ability to manage complex customer agendas in a dynamic retail environment.
- Structured, disciplined working style with strong follow-through.
- High integrity and professionalism in customer relationships.
CANDIDATE PROFILE
Professional Experience
- 6–10 years of experience in FMCG commercial roles.
- 3–5 years proven experience in Key Account Management within Modern Trade.
- Solid track record of managing JBPs, annual negotiations, promotions, and forecasting.
Functional Competencies
- Key Account and relationship management.
- Commercial negotiation and contract management.
- Strong analytical skills with good understanding of margins, trade spend, and ROI.
- Good knowledge of trade marketing execution and in-store activation.
- Advanced PC skills (Excel, PowerPoint).
Personal & Professional Attributes
- Results-oriented, resilient, and proactive.
- Structured, analytical thinker with attention to detail.
- Confident communicator and persuasive negotiator.
- Comfortable working independently, without people management responsibility.
Languages
- Romanian: native or equivalent.
- English: fluent, both spoken and written.
ATTRACTIVE ASPECTS
This role offers the opportunity to join a premium FMCG company in a position with clear ownership and visible impact. The successful candidate will:
✔ Manage strategic Modern Trade accounts with end-to-end responsibility
✔ Work closely with strong brands and well-established retail partners
✔ Operate in a professional, performance-driven commercial environment
✔ Gain exposure to strategic planning while remaining close to execution
✔ Be part of an international organization with clear standards and long-term vision
APPLICATION PROCESS
If this role is of interest, please apply by submitting your updated CV in English.
Candidates whose background and experience align closely with the role will be invited to participate in structured interviews to assess fit, motivation, and capability.
We thank all applicants for their interest; however, only candidates selected for further consideration will be contacted.
We welcome resumes or / and recommendations in English Language until latest MONDAY 02.03.2026.
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.