National Key Account Manager

AIR (Advanced Inhalation Rituals); München; On-site; EUR 80,000 - 120,000; Full time

Job summary

AIR (Advanced Inhalation Rituals) in Germany seeks a National Key Account Manager to drive profitable growth across White Spaces channels such as Convenience Chains, Petrol Stations and Tobacconists. You will build strategic partnerships, expand distribution, and push NPIs to achieve volume and NTO targets.

Responsibilities include leading pricing negotiations, managing forecasts and budgets, and using market insights to grow category performance.

Qualifications

• Bachelor's degree in business, Sales, Marketing, or related field.
• 8–10 years of experience in Key Account Management or Sales within FMCG or Tobacco.
• Proven experience managing national accounts in Germany.
• Strong negotiation and commercial management skills.
• Strategic account management and contract management familiarity.

Responsibilities

• Develop and execute annual customer business plans.
• Identify and secure new business opportunities across White Spaces channels.
• Expand distribution, listings, and portfolio presence within existing accounts.
• Build and maintain strong relationships with key decision-makers.
• Lead annual negotiations on pricing, contracts, promotions, and terms.
• Deliver sales, NTO, and market share objectives.
• Manage forecasts, budgets, and BEI investments.
• Monitor performance and take corrective actions as needed.
• Drive new product launches and promotional activations.
• Collaborate with Marketing, Trade Marketing, Supply Chain, Finance, and Customer Service.

Skills

Key Account Management

Sales

Negotiation

Contract Management

Cross-Functional Collaboration

Analytical Thinking

Education

Bachelor's degree in business, Sales, Marketing, or related field

Job description

The National Key Account Manager is responsible for driving profitable growth across the German White Spaces channel, including Convenience Chains, Petrol Stations, Tobacconists, and other organized retail formats. The role develops strategic customer partnerships, expands distribution mainly for NGC, increases portfolio penetration with new NPIs, and delivers both volume and NTO targets.

Key Responsibilities

Account & Business Development

• Develop and execute annual customer business plans.
• Identify and secure new business opportunities across White Spaces channels.
• Expand distribution, listings, and portfolio presence within existing accounts.
• Build and maintain strong relationships with key decision-makers.

Commercial Management

• Lead annual negotiations on pricing, contracts, promotions, and trading terms.
• Deliver agreed sales, NTO, and market share objectives.
• Manage customer forecasts, budgets, and trade and BEI investments.
• Monitor customer performance and implement corrective actions where required.
• Identify opportunities to increase customer turnover and category performance.
• Drive new product launches and promotional activations.
• Use market and consumer insights to support customer growth initiatives.
• Act as category expert by leveraging our SW 9Shisha World) platform data to derive category insights during business reviews.

Cross-Functional Collaboration

• Work closely with Marketing, Trade Marketing, Supply Chain, Finance, and Customer Service teams to ensure flawless execution.
• Contribute to annual budget, forecast, and strategic planning processes.
• Ensure high level of customer satisfaction by driving a seamless operation and
• coordination of all orders’ delivery and customers’ queries handling.

Key Performance Indicators (KPIs)

• NTO by customer
• Gross Margin Achievement
• Distribution & Listing Gains
• New Account Acquisition
• Forecast Accuracy
• Trade Investment and BEI
• Market Share Growth

Experience & Qualifications

• Bachelor’s degree in business, Sales, Marketing, or related field.
• At least 8-10 years of experience in Key Account Management or Sales within
• FMCG, NGC / Tobacco, Convenience chain, or related industries.
• Proven experience managing national accounts in Germany.
• Strong negotiation and commercial management skills.
• Strategic Account Management
• Negotiation & Contract Management
• Business Acumen and Development

Analytical Capability

• Market Analysis
• Problem Solving
• Stakeholder Management
• Customer Relationship Management
• Cross-Functional Collaboration

Personal Attributes

• Results-Oriented
• Strong Communication Skills (Both in German and English languages)
• Resilient and Adaptable

Success in this role is measured by the ability to grow revenue, expand distribution,

strengthen strategic customer partnerships, and establish the company (Emtrada)

as the preferred partner across Germany's White Spaces retail channels.