Key Account Manager

Brookfarm; Byron Bay; On-site; AUD 90,000 - 130,000; Full time

Job summary

Reporting to the Head of Sales, this role requires commercial acumen, strategic thinking and excellent execution across cross-functional teams to deliver sustainable market share growth.

Qualifications

• Experience managing major accounts in FMCG or related consumer goods.
• Strong commercial acumen with trade spend, investment and profitability knowledge.
• Experience developing and executing Joint Business Plans (JBPs).
• Excellent negotiation and influencing skills.
• Strong analytical and forecasting capability.
• Advanced stakeholder management and relationship-building skills.
• Proficient in Excel and ERP systems.

Responsibilities

• Manage and grow a portfolio of major customer accounts.
• Develop and execute Joint Business Plans and customer growth strategies.
• Negotiate trading terms, promotional plans and commercial agreements.
• Deliver sales, profit, distribution and market share targets.
• Manage customer forecasts, promotional activity and trade investment.
• Analyse account performance and identify growth opportunities.
• Build strong relationships with key customers and internal stakeholders.
• Collaborate with Marketing, Finance, Production and Supply Chain teams to deliver exceptional customer outcomes.

Skills

Major account management

Trade spend management

Joint Business Plans

Negotiation

Forecasting

Stakeholder management

Data analysis

Excel proficiency

Education

Business/Commerce/Marketing degree

Tools

Excel

ERP systems

Job description

Join one of Australia's leading premium food brands

At Brookfarm, we've been crafting premium, natural foods from the family farm since 2000. Driven by a passion for producing the highest quality real food, we are committed to making a positive difference to our community and the environment.

As we continue to grow, we are seeking an experienced Key Account Manager to drive profitable and sustainable growth across our major customer accounts.

The Opportunity

Reporting to the Head of Sales, this role will take ownership of a portfolio of key customers, developing and executing customer growth strategies that deliver sales, profit and market share objectives.

You will be responsible for managing commercial relationships, leading Joint Business Planning (JBP) processes, negotiating trading terms, delivering promotional programs and managing forecasts to ensure outstanding customer outcomes and sustainable business growth.

This role is ideally suited to a commercially minded FMCG professional who combines strong strategic thinking with excellent execution and relationship management skills.

Key Responsibilities

• Manage and grow a portfolio of major customer accounts.
• Develop and execute Joint Business Plans and customer growth strategies.
• Negotiate trading terms, promotional plans and commercial agreements.
• Deliver sales, profit, distribution and market share targets.
• Manage customer forecasts, promotional activity and trade investment.
• Analyse account performance and identify growth opportunities.
• Build strong relationships with key customer and internal stakeholders.
• Collaborate with Marketing, Finance, Production and Supply Chain teams to deliver exceptional customer outcomes.

About You

You will bring:

• Proven experience managing major accounts within FMCG or a related consumer goods industry.
• Strong commercial acumen with experience managing trade spend, investment and customer profitability.
• Experience developing and executing Joint Business Plans.
• Excellent negotiation and influencing skills.
• Strong analytical and forecasting capability.
• Advanced stakeholder management and relationship-building skills.
• Intermediate to advanced Excel skills and experience using ERP systems.
• Relevant tertiary qualifications in Business, Commerce, Marketing or a related discipline.

Why Brookfarm?

Brookfarm offers the opportunity to join a high-performing team within a values-driven Australian business. We foster a culture built on quality, integrity, collaboration and continuous improvement, where people are encouraged to take ownership and make a genuine impact.

If you're passionate about building strong customer partnerships and delivering commercial results within a growing premium FMCG business, we'd love to hear from you.