Senior Key Account Manager – Romania

Channel: Large IKAs / Modern Trade

About the Role

As a Key Account Manager at OSHEE, you will play a key role in growing our business in Romania, taking full ownership of assigned key IKA accounts. This role offers significant autonomy, encouraging innovation, analytical thinking, and creative, non-standard approaches to developing customer partnerships and driving sustainable, profitable growth. You will be responsible for end-to-end management of specific IKA accounts, including commercial negotiations, trade budget ownership, and in-market execution, with a strong focus on building long-term strategic relationships.

Key Responsibilities

• Manage and develop OSHEE business with allocated IKA customers
• Drive sales growth and maximize turnover
• Improve distribution and visibility of OSHEE products through efficient assortment, effective promotions, and enhanced in-store visibility
• Achieve agreed sales targets, volume, and profitability objectives
• Co-create, manage, and execute the annual trade and promotional plan & budget
• Negotiate commercial terms, listings, promotions, and support budgets with customers
• Build and maintain strong, long-term relationships with key decision-makers
• Analyze sales performance, customer KPIs, and market data; translate insights into actionable plans
• Ensure correct execution of trade agreements and promotional activities in-store
• Prepare forecasts, reports, and business reviews in line with company standards
• Cooperate closely with marketing, supply chain, and operations teams

Requirements

• Minimum 3–5 years of experience in a Key Account Manager or similar sales role within FMCG
• Proven experience in Modern Trade / IKA in Romania (Beverages & Confectionery – is a plus)
• Strong commercial and negotiation skills, including trade budget management
• Solid understanding of FMCG market dynamics
• Analytical mindset with the ability to interpret data and draw actionable conclusions
• Excellent communication, persuasion, and relationship-building skills
• Goal-oriented, results-driven, and able to work independently
• Strategic thinker with a hands-on, execution-focused approach
• High level of resilience, adaptability, and stress resistance
• Creative problem-solving attitude and openness to change
• Very good command of English and Romanian
• Valid Category B driving license

Benefits

• Company car
• Laptop
• Additional local benefits

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