Overview
We are hiring a Group Key Account Manager to lead our strategic partnership with EDEKA across Germany, Austria, and Switzerland. In this role, you’ll drive end-to-end commercial performance across all categories, with full P&L responsibility and a focus on sustainable growth.
You’ll lead joint business planning, manage key negotiations, and deliver standout in-store execution in close collaboration with internal teams and external partners. This role also includes leading and developing a team of four Key Account Managers, building a culture of ownership, agility, and commercial excellence.
Responsibilities
1. Own and deliver commercial targets (Volume, Net Revenue, Contribution, and Market Share) for the EDEKA Group across Germany and Austria/Switzerland.
2. Develop, implement, and continuously adapt a tailored customer strategy that drives growth, strengthens brand presence, and aligns with PepsiCo’s broader business objectives.
3. Lead and execute annual negotiations, including Year-End Talks, securing strong Joint Business Plans and positioning PepsiCo as a preferred strategic partner.
4. Drive business performance through dedicated activation programs and shopper-centric initiatives, consistently outgrowing business unit development.
5. Manage customer profitability and trade terms, ensuring an optimal balance of customer value creation and internal financial targets.
6. Deliver market-specific goals across banners and formats, including forecasting, pricing strategy implementation, and brand-level share growth.
7. Foster strong collaboration across internal teams — including DX, Planning, Customer Marketing, Field Force, Supply Chain, and Commercial Strategy — to ensure best-in-class execution.
8. Oversee financial planning and budget ownership.
9. Lead, coach, and inspire a high-performing team of 4 Key Account Managers, building a culture of ownership, agility, and commercial excellence.
10. Act as a strategic partner to the Sales Director, contributing to broader commercial planning and regional customer strategy.
11. Support international account coordination within the European Marketing Distribution and Agecore retail alliances, aligning negotiations and strateg where needed.
Qualifications
12. A university degree in Economics, Business, or equivalent commercial education.
13. Deep knowledge of German retail landscape, customer management, and understanding of all relevant business aspects.
14. Proven success in driving strategic customer partnerships, negotiating complex deals, and building sustainable growth.
15. Excellent people leadership skills and a strong track record in building high-performing, entrepreneurial teams.
16. Strong negotiation, communication, and stakeholder skills.
17. Fluent in German and English.