Senior Key Account Manager

Karo Healthcare AB; Düsseldorf; On-site; EUR 90,000 - 120,000; Full time

Benefits offered by this job

Competitive salary

Flexible working arrangements

International team

Startup spirit

Job summary

Karo Healthcare AB in Düsseldorf is seeking a Senior Key Account Manager to lead strategic relationships with major drugstore and FMCG retailers. You will own turnover, margins and budgets, drive listings, promotions and category plans, and negotiate annually with leading accounts in a fast-moving consumer health environment.

You will coordinate with Sales, Marketing, Supply Chain and Finance, leveraging 10+ years of negotiation experience, German and English fluency, and a hands-on, data-driven

Qualifications

• Proven experience in Key Account Management within FMCG drugstore/retail sectors.
• Experience managing revenue, margins, listing fees, and trade investments.
• Excellent negotiation skills with hands-on annual retailer negotiations.
• Strong communication and stakeholder management across organizational levels.
• Fluent in German and English.
• Approximately 10 years of experience in negotiations and commercial customer management.

Responsibilities

• Own and develop strategic relationships with key customers in the FMCG drugstore channel (dm, Rossmann, Müller, etc.).
• Manage turnover, margin, and budgets with a focus on listings, distribution, shelf performance and profitable growth.
• Build and execute category plans, listing strategies and promotional calendars.
• Lead annual negotiations with drugstore/FMCG accounts balancing opportunities and profitability targets.
• Review and refine commercial terms and trade investment structures for the channel.
• Drive promotions, in-store activations and commercial initiatives based on shopper insights.
• Identify new listings, category expansions and space-to-sales opportunities.
• Monitor market and competitor developments to identify growth opportunities.
• Coordinate with Sales, Marketing, Supply Chain and Finance to deliver plans.

Skills

Key Account Management

FMCG

Negotiation

Strategic thinking

Stakeholder management

German & English

Tools

PowerPoint

Excel

Job description

Karo Healthcare, a dynamic and growing personal-care retail company, is all about making smart choices for everyday healthcare. With a wide-ranging portfolio across seven categories including medical products, we own and sell over 80 brands in about 90 countries. Our portfolio includes such brands as E45, Pevaryl, Lamisil, Nutravita, Decubal and many others. Our core belief in empowering people to make intelligent health decisions drives our growth strategy, blending organic expansion and M&A.

Join us at Karo Healthcare on our exciting journey. We're currently looking for a Senior Key Account Manager – for our office in Düsseldorf.

What’s in it for you?

Own high-impact customer partnerships with leading drugstore retailers and shape the growth of well-known consumer healthcare brands.

You’ll combine strategic account management with hands‑on commercial execution, working in an international environment where your ideas, decisions and results are visible.

What you’ll be doing

• Own and develop strategic relationships with key customers in the FMCG drugstore channel, including dm, Rossmann, Müller and similar retailers.
• Take responsibility for turnover, margin and budget performance across your accounts, with a strong focus on listings, distribution, shelf performance and profitable growth.
• Build and execute strategic and operational customer plans, including category plans, listing strategies and promotional calendars.
• Prepare and lead annual negotiations with key drugstore and FMCG accounts, balancing commercial opportunities, listing fees, trade investment and profitability targets.
• Review and further develop commercial terms, conditions and trade investment structures tailored to the drugstore channel.
• Drive targeted promotions, in‑store activations and commercial initiatives based on shopper behaviour and customer needs.
• Identify new business opportunities, including new listings, category expansions and space‑to‑sales optimisation, and turn them into innovative customer and sales strategies.
• Monitor market, customer and competitor developments within the drugstore and consumer healthcare retail landscape to identify growth opportunities and emerging trends.
• Act as a trusted strategic partner and key point of contact for buyers and category managers at drugstore chains.
• Coordinate effectively with internal stakeholders across Sales, Marketing, Supply Chain, Finance and other functions to deliver customer plans and commercial results.

Requirements

• Proven experience in Key Account Management, Sales or Commercial roles with FMCG drugstore retailers such as dm, Rossmann or Müller.
• Experience in consumer healthcare, pharmaceuticals or another fast‑moving consumer goods environment is highly desirable.
• Strong commercial mindset, with experience managing revenue, margin, listing fees, trade investment and customer budgets in a retail or drugstore context.
• Excellent negotiation skills and a value‑based selling approach, with hands‑on experience leading annual retailer negotiations.
• Ability to combine strategic thinking with a hands‑on, execution‑focused way of working.
• Strong communication and stakeholder management skills, with confidence engaging buyers, category managers and contacts at different organisational levels.
• Solid understanding of the drugstore and FMCG retail landscape, shopper dynamics and category management principles.
• Ability to translate market, customer and shopper insights into clear commercial actions.
• Strong project management, planning and organisational skills.
• Confident user of Microsoft PowerPoint and Excel.
• Excellent written and spoken German and English.
• Approximately 10 years of experience in negotiations and commercial customer management.

• Opportunity to create, grow and encourage within a dynamic and expanding international company.
• Competitive salary package and meaningful opportunities for professional and personal development.
• Flexible working arrangements that support a healthy work‑life balance.
• Responsibility for exciting and challenging projects with a direct and visible impact on customers and the consumer healthcare industry.
• A positive, collaborative work environment with a young, international and motivated team.
• The start‑up spirit of a growing business, combined with the scale, stability and strong values of an international organisation.

Karo Healthcare has a Diverse & Inclusive environment. We are looking for qualified candidates irrespective of gender, gender identity, sexual orientation, ethnicity, race, religion, national origin, disability or age.