Key Account Manager, Discounter Channel

This role is responsible for managing and developing the commercial performance and operational execution of the Discounter Channel, delivering sustainable and profitable business growth.
Develop and execute customer strategies for key Discounter accounts in line with the Company’s commercial strategy and business objectives.
Lead annual negotiations and Joint Business Plans (JBP), including pricing, PVPs, trade terms, promotional investments and customer activity calendars.
Deliver annual volume, value and profitability objectives, managing customer P&L, trade spend and ROI.
Identify and implement Revenue Growth Management opportunities across pricing, promotion, assortment and pack-price architecture.
Lead new product launches and performance tracking.
Prepare sales forecasts and work closely with Supply Chain to ensure optimal stock availability and service levels.
Analyze customer, category and market data, including sell-in, promotional performance and competitor activities, and translate insights into actionable plans.
Build strong relationships with key customer stakeholders.
Collaborate closely with Marketing, Category Management, Revenue Management, Finance and Supply Chain to deliver customer and business objectives.
Conduct regular customer warehouse and store visits across Turkey to strengthen relationships.
8+ years of experience in Field Sales, Modern Trade, Key Account Management or Customer Development, preferably in an international FMCG company. Trade marketing experience is an asset.
Proven experience in managing large-scale retail / Discounter accounts and complex commercial negotiations.
Strong commercial and analytical skills, with a solid understanding of P&L, profitability, trade spend and ROI.
Strong negotiation and stakeholder management skills.
Experience in JBP, annual negotiations, promotional planning and NPD launches.
Excellent communication, presentation and time management skills.
Ability to manage multiple priorities in a dynamic, deadline-driven environment.
Proactive, hands-on and results-oriented mindset with strong ownership and sense of urgency.
Strong cross-functional collaboration and team-working skills.
Fluency in English.

Employment type
Full-time

Work arrangement
Hybrid