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, food service, or bakery accounts.

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

• 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, food service, 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