Group Key Account Manager EDEKA

Overview

We are hiring a Group Key Account Manager to lead our strategic partnership with EDEKA across Germany, Austria, and Switzerland. In this role, you’ll drive end-to-end commercial performance across all categories, with full P&L responsibility and a focus on sustainable growth.

You’ll lead joint business planning, manage key negotiations, and deliver standout in-store execution in close collaboration with internal teams and external partners. This role also includes leading and developing a team of four Key Account Managers, building a culture of ownership, agility, and commercial excellence.

Responsibilities

• Own and deliver commercial targets (Volume, Net Revenue, Contribution, and Market Share) for the EDEKA Group across Germany and Austria/Switzerland.
• Develop, implement, and continuously adapt a tailored customer strategy that drives growth, strengthens brand presence, and aligns with PepsiCo’s broader business objectives.
• Lead and execute annual negotiations, including Year-End Talks, securing strong Joint Business Plans and positioning PepsiCo as a preferred strategic partner.
• Drive business performance through dedicated activation programs and shopper-centric initiatives, consistently outgrowing business unit development.
• Manage customer profitability and trade terms, ensuring an optimal balance of customer value creation and internal financial targets.
• Deliver market-specific goals across banners and formats, including forecasting, pricing strategy implementation, and brand-level share growth.
• Foster strong collaboration across internal teams — including DX, Planning, Customer Marketing, Field Force, Supply Chain, and Commercial Strategy — to ensure best-in-class execution.
• Oversee financial planning and budget ownership.
• Lead, coach, and inspire a high-performing team of 4 Key Account Managers, building a culture of ownership, agility, and commercial excellence.
• Act as a strategic partner to the Sales Director, contributing to broader commercial planning and regional customer strategy.
• Support international account coordination within the European Marketing Distribution and Agecore retail alliances, aligning negotiations and strateg where needed.

Qualifications

• A university degree in Economics, Business, or equivalent commercial education.
• 10+ years of experience in Key Account Management or Sales, ideally in FMCG or food & beverage.
• Deep knowledge of German retail landscape, customer management, and understanding of all relevant business aspects.
• Proven success in driving strategic customer partnerships, negotiating complex deals, and building sustainable growth.
• Excellent people leadership skills and a strong track record in building high-performing, entrepreneurial teams.
• Strong negotiation, communication, and stakeholder skills.
• Fluent in German and English.