National Account Manager – IH/OOH | FMCG 

LOCATION: Bucharest | Scope: National | Channels: IH (Impulse/Immediate Consumption) & OOH (Out-of-Home)

We are recruiting a strategic and entrepreneurial National Account Manager to lead partnerships with top IH/OOH customers and distributors in a fast-moving FMCG category. The role carries full P&L responsibility, delivery of growth targets, and direct leadership of the Key Account Management team.

This is an impactful commercial role, requiring strong negotiation skills, financial acumen, and team leadership, combined with the agility to deliver in a dynamic and competitive FMCG environment.

THE ROLE

The National Account Manager will translate the company’s commercial strategy into impactful, customer-centric plans across IH/OOH channels. The role includes developing joint business plans, negotiating trade terms, and ensuring execution of annual targets.

With direct responsibility for customer P&L and a team of Key Account Managers, this leader will play a critical role in ensuring visibility, profitability, and sustainable growth at national level.

Key Responsibilities:

Impulse / Out-of-Home Customers Growth

• Develop and sign off strategic business plans for assigned national IH/OOH customers.
• Negotiate trade terms, funding, and contracts aligned with commercial priorities.
• Act as an ambassador of the company at the customer and of the customer within the company.

P&L Ownership

• Deliver customer P&L nationally (turnover, gross margin, trade spend).
• Monitor profitability, ROI of trade investments, and market share contribution.
• Ensure execution of joint business plans and annual channel/distributor targets.

Team Leadership

• Lead and develop the Key Account Management team.
• Build capabilities and ensure delivery of targets across IH/OOH channels.
• Foster a high-performance, growth-oriented culture.

Cross-Functional Collaboration

• Partner with Marketing, Finance, Supply Chain, and Category teams for seamless execution.
• Leverage shopper insights and market data to unlock growth opportunities.

KPIs

• Business Delivery & Growth: Customer P&L, turnover, profitability, ROI.
• Execution: Visibility, volume, and promotional targets across IH/OOH.
• Team: Capability development, delivery of business targets.
• Customer Performance: Contribution to category growth, market share.

THE CANDIDATE

Professional Experience

• • Minimum 5 years in FMCG commercial roles (Key Account Management, Sales, or Trade Marketing).
  • Proven record in managing IH/OOH or impulse-driven customers/distributors.
  • P&L management experience with responsibility for turnover, gross margin, and trade spend.
  • Strong negotiation skills with national/international customers.
  • Team leadership experience, ideally with direct reports.

  Leadership Competencies

  • Strategic mindset with ability to tailor strategies to dynamic consumption channels.
  • Results-oriented, with a strong track record in delivering growth and profitability.
  • Agile negotiator, comfortable balancing long-term partnerships with short-term delivery.
  • Inspirational team leader, capable of developing and motivating people.
  • Collaborative and entrepreneurial, thriving in a fast-paced, transforming environment.

  Languages

  • Fluent Romanian.
  • Advanced English (written and spoken).

   

  ATTRACTIVE ASPECTS

  This is a unique opportunity to join a global FMCG company at a strategic moment of transformation. The successful candidate will:
  ✔ Own P&L responsibility for national IH/OOH customers.
  ✔ Shape partnerships with top distributors and consumption-driven channels.
  ✔ Lead and develop a high-impact Key Account Management team.
  ✔ Contribute to the growth of a dynamic and competitive FMCG category.

   

  APPLICATION PROCESS

  If this opportunity sounds interesting, please apply by submitting your CV. Qualified candidates will be invited to a structured evaluation process based on leadership, operational, and cultural fit.

  If you know someone who may be a strong fit for this challenge, feel free to forward this opportunity

We welcome resumes or / and recommendations in English Language until latest 03.10.2025.

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 InterSearch (P&P) is one of the leading 𝐫𝐞𝐭𝐚𝐢𝐧𝐞𝐝 𝐄𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐒𝐞𝐚𝐫𝐜𝐡 boutique consultancies in Romania, focusing on 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐚𝐝𝐯𝐢𝐬𝐨𝐫𝐲 and 𝐫𝐞𝐜𝐫𝐮𝐢𝐭𝐢𝐧𝐠 𝐞𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐚𝐧𝐝 𝐧𝐨𝐧-𝐞𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐛𝐨𝐚𝐫𝐝, 𝐂-𝐬𝐮𝐢𝐭𝐞 𝐞𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞𝐬 and management roles, as well as interim managers through-out a broad area of industries.
With a presence of 25 years in Romania we are totally committed to our clients who gain competitive advantage by hiring great people.

Our company is affiliated to InterSearch, a worldwide 𝐞𝐱𝐞𝐜𝐮𝐭𝐢𝐯𝐞 𝐬𝐞𝐚𝐫𝐜𝐡 firm with more than 35 years of history, 100 offices in 60+ countries and to IMW, leading 𝐢𝐧𝐭𝐞𝐫𝐢𝐦 𝐦𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 provider with global presence as well.
For more information please visit our websites at www.ppromania.ro or www.im-advisor.com

Apply here!