Key Account Manager - Dairy & Pastry

Job Purpose

The Key Account Manager is responsible for managing and growing strategic accounts within the dairy and pastry categories. This role focuses on driving revenue, strengthening customer relationships, optimizing distribution, and executing commercial strategies across key retail, foodservice, or bakery accounts.

Key Responsibilities

Account Management & Growth

• Manage and grow assigned key accounts across dairy and pastry categories
• Develop strong, long-term relationships with buyers, category managers, and decision-makers
• Lead annual negotiations, pricing discussions, and trade terms
• Identify opportunities for range expansion, promotions, and new product listings

Sales & Commercial Execution

• Deliver sales targets (volume, value, and margin) for key accounts
• Execute joint business plans (JBPs) aligned with company objectives
• Plan and implement promotions, launches, and seasonal activations
• Monitor competitor activity and market trends within dairy and pastry

Category & Forecasting

• Collaborate with supply chain and demand planning on accurate forecasts
• Ensure optimal product availability, shelf presence, and stock levels
• Analyze sell-in, sell-out, and performance data to drive decisions
• Support category reviews with insights and recommendations

Cross-Functional Collaboration

• Work closely with marketing, supply chain, finance, and operations teams
• Coordinate new product launches and ensure smooth execution
• Resolve operational or service issues impacting key customers

Reporting & Analysis

• Track account performance against KPIs
• Prepare regular sales, forecast, and business review reports
• Provide market feedback to support product and pricing strategies

Key Requirements

• 3–6 years of experience in key account management or sales
• Strong background in dairy, pastry, bakery, or FMCG food categories
• Experience managing modern trade, foodservice, or large bakery accounts
• Proven track record of meeting or exceeding sales targets
• Strong negotiation and relationship-management skills
• Commercial mindset with solid analytical abilities
• Excellent communication and presentation skills
• Ability to manage multiple accounts and priorities
• Comfortable working cross-functionally