Sales Manager DACH

GLACIER; Deutschland; On-site; EUR 90,000 - 130,000; Full time

Job summary

Glacier is seeking a Sales Manager DACH to develop and manage strategic relationships with key retail customers in the private-label sector across Germany, Austria, and Switzerland. You will identify commercial opportunities, lead negotiations and deliver tailored solutions to drive sustainable sales growth, profitability and customer satisfaction.

You will collaborate with Product Development, R&D, Supply Chain and Finance to translate customer needs into successful commercial plans, product

Qualifications

• Proven experience in senior commercial role within FMCG or private-label.
• Strong commercial acumen and ability to deliver profitability targets.
• Excellent analytical, communication and stakeholder-management skills.

Responsibilities

• Build and maintain strong relationships with key retail customers and buying teams.
• Develop and execute annual account plans aligned with Glacier’s objectives.
• Identify opportunities to increase sales, profitability and market share within existing accounts.
• Lead customer performance reviews and joint business-planning meetings.
• Drive growth through range expansion, product development and strategic category initiatives.
• Negotiate annual trading agreements, pricing and promotional programmes.
• Manage account budgets, forecasts and financial performance.
• Collaborate with cross-functional teams to deliver product launches and initiatives.
• Track KPIs and market trends to support commercial decision-making.
• Translate shopper and consumer insights into opportunities that drive growth.

Skills

Sales management

Key account management

Negotiation

Analytical skills

Communication skills

Stakeholder management

Excel

Tools

Microsoft Excel

Job description

Location: Germany, with regular travel to customers and Glacier sites across Europe.

Reporting to: Commercial Director

About Glacier

At Glacier, we are united by a shared ambition: to bring world‑class ice cream expertise to every corner of the globe. With more than 75 years of experience across European markets, we produce high-quality frozen products for retail, B2B and export partners. By combining excellence, innovation and reliability, we deliver tailored solutions that meet the needs of our customers and consumers. As the third‑largest ice cream manufacturer in Europe, we have a clear ambition: to become the number‑one partner for private‑label and co‑manufactured ice cream.

Your Role

As our Sales Manager DACH, you will develop and manage strategic relationships with key retail customers in the private‑label sector. You will identify commercial opportunities, lead customer negotiations and deliver tailored solutions that generate sustainable sales growth, profitability and customer satisfaction. You will work closely with colleagues across Product Development, R&D, Supply Chain, Operations, Finance, Quality and Category Management. Together, you will translate customer needs into successful commercial plans, product launches and long‑term partnerships. You will be accountable for achieving agreed sales, margin and growth targets across your customer portfolio while supporting the continued expansion of Glacier’s private‑label business.

Your Key Responsibilities

Customer and Account Management

• Build and maintain strong, trusted relationships with key retail customers and buying teams.
• Develop and execute annual account plans that align customer strategies with Glacier’s business objectives.
• Identify opportunities to increase sales, profitability and market share within existing accounts.
• Lead customer performance reviews and joint business‑planning meetings.

Business Development and Growth

• Identify and develop new commercial opportunities with existing and prospective retail customers.
• Drive growth through range expansion, product innovation, seasonal opportunities and strategic category development.
• Deliver compelling customer presentations, product proposals and commercial reviews.
• Lead customer tenders and new‑business acquisition activities.

Commercial Management

• Negotiate annual trading agreements, pricing, promotional programmes and commercial terms.
• Deliver agreed sales, margin and profitability targets.
• Manage account budgets, forecasts and financial performance.
• Monitor customer performance and take corrective action when required.
• Manage pricing, cost‑recovery and margin‑optimisation initiatives effectively.

Category and Market Insights

• Use customer, category and market insights to identify growth opportunities and strengthen account‑development plans.
• Work closely with Category Management and other internal stakeholders to create persuasive customer proposals and range recommendations.
• Analyse customer performance, market trends and competitor activity to support commercial decision‑making.
• Translate shopper and consumer insights into concrete opportunities that drive growth and reinforce customer partnerships.
• Maintain a strong understanding of relevant retail, category and industry developments.

Cross‑Functional Leadership

• Collaborate with Product Development, R&D, Supply Chain, Operations, Finance and Quality to deliver against customer requirements.
• Lead cross‑functional projects relating to product launches, range reviews and customer initiatives.
• Ensure that agreed customer plans are translated into effective execution across the business.

Forecasting and Reporting

• Work with Demand Planning and Supply Chain to develop accurate sales forecasts and support effective demand planning.
• Track and report on KPIs, sales performance and customer objectives.

What You Bring

• Proven experience as a Sales Manager, Key Account Manager or in a comparable senior commercial role within FMCG.
• Experience managing relationships with major retailers, ideally in a private‑label environment.
• Strong commercial acumen and experience negotiating annual agreements and trading terms.
• A demonstrated ability to deliver sales growth and profitability targets.
• Excellent analytical skills and the ability to interpret sales, customer and market data.
• Strong communication, influencing and stakeholder‑management skills.
• The ability to manage multiple priorities in a fast‑paced commercial environment.
• Advanced Microsoft Excel skills.
• Experience in frozen food, dairy, ice cream or the wider food‑manufacturing industry would be an advantage.

Our Values

• Agility: We remain fast, flexible and ready to adapt in a dynamic market, continually looking for new ways to delight our customers.
• Frugality: We are resourceful, make thoughtful choices and treat our ingredients, equipment and budgets with care, allowing us to invest where it matters most.
• Quality: We take pride in producing exceptional ice cream, maintaining high standards and delivering the excellence our customers expect.
• Respect: We treat our colleagues, suppliers, communities and the planet with respect. This shapes how we collaborate, make decisions and create a workplace in which everyone can contribute and thrive.

Together, these values help us grow, innovate and create ice cream we are proud to share with the world.

Ready to Make an Impact?

If you are a commercially driven sales professional who understands the DACH retail landscape and is motivated by building lasting customer partnerships, we would be pleased to hear from you.