Group Key Account Team Lead​/Channel Director; m​/w​/d

The Group Key Account Manager (GKAM) / Channel Director is accountable for defining and executing the strategy for the assigned channel, with full end-to-end ownership of commercial performance and P&L delivery. The role drives sustainable growth through the development of strategic customer partnerships, execution of integrated commercial plans, and delivery of market-leading business results.

As a change leader within commercial, the GKAM collaborates closely with key internal and external stakeholders to unlock growth opportunities, create customer value, and shape the future direction of the business. The role also leads, coaches, and develops a high-performing team of 3-5 professionals.

• Own and execute the channel strategy, delivering sustainable growth, market share gains, and business performance in line with company objectives across all CCHBC categories.
• Hold full accountability for channel P&L performance, including NSR, profitability, market share, execution KPIs, and commercial investments.
• Build, strengthen, and elevate strategic partnerships with key retail customers.
• Lead customer growth strategies, annual business planning, commercial investments, promotional plans, and negotiations to maximize profitable growth and value creation.
• Lead national customer negotiations and represent the business in regional and international customer discussions where applicable.
• Drive flawless execution of commercial, brand, category, and sales priorities across the channel.
• Translate company strategy into customer-level action plans, ensuring cross-functional alignment and measurable business outcomes.
• Act as the primary internal channel expert and sparring partner, collaborating closely with Commercial Excellence, Marketing, Commercial Finance, Field Sales, Supply Chain, and Revenue Growth Management.
• Lead customer and channel transformation initiatives, including Joint Business Planning (JBP), Joint Value Creation (JVC), and other strategic projects that strengthen customer partnerships and performance.
• Lead, coach, and develop a high-performing team, building capabilities, succession pipelines, and a culture of accountability, collaboration, and continuous improvement.
• Bachelor's degree from a university or University of Applied Sciences (FH).
• Minimum 7 years of relevant commercial experience.
• Proven Key Account Management experience with major customers, ideally within the Swiss FMCG sector.
• Strong commercial acumen with broad exposure to sales, category management, marketing, and Revenue Growth Management (RGM).
• Demonstrated leadership experience with a track record of developing and coaching high-performing teams.
• Strong strategic, analytical, and commercial mindset with solid understanding of financial and business performance drivers.
• Excellent negotiation, influence, and stakeholder management skills.
• Ability to build trusted relationships internally and externally at senior leadership level.

At Coca-Cola HBC, we are an inclusive employer that thrives on diversity. This means our environment provides equal opportunities for all, regardless of race, color, religion, age, disability, sexual orientation, or gender identity. Join us in nurturing a culture where everyone belongs and contributes to our collective success.