Key Account Manager

PLESH; Barcelona; Presencial; EUR 50.000 - 80.000; Jornada completa

Descripción de la vacante

Plesh is seeking a hands‑on, fast‑moving Key Account Manager to open new customers and grow the existing portfolio across modern grocery retail and impulse channels in Spain. You will own the trade investment behind each account and operate from Barcelona with ~40% travel.

You will report to the CEO, build your own playbook, and expect a high‑velocity environment where you drive deals end‑to‑end—from prospecting to first orders and ongoing growth. Fluency in Spanish and English is required.

Formación

• 5–6 years’ experience in national account management, sales or trade marketing in F&B or FMCG.
• Proven track record managing national accounts in Spain and negotiating at headquarters level.
• Real relationships with Spanish buyers in grocery retail and/or impulse & convenience.
• Demonstrated ability to open new customers from scratch: first listings, doors opened, channels built.

Responsabilidades

• Build and own the national prospect pipeline across channels in scope.
• Prospect actively and open doors from cold: identify the right buyer and secure meetings.
• Close first listings and convert to repeat business to ensure long-term growth.
• Develop and maintain senior-level relationships with key accounts and lead quarterly business reviews.
• Plan and execute joint promotions to drive sell-out on priority lines.
• Identify growth opportunities inside existing accounts and build strategies to win them.

Conocimientos

National accounts

Sales strategy

Relationship building

Excel/analytics

Negotiation

Presentations

Educación

Degree in Business or related field

Herramientas

CRM systems

Nielsen data

Descripción del empleo

At Plesh we make delicious chocolate snacks that are so good you won’t believe they’re healthy: a new generation of chocolate treats with no added sugar, created to deliver all the flavour and texture people love, without the downsides.

Plesh is already listed with leading retailers and is backed by top-tier investors and creators. This is a unique opportunity to join at a defining moment and help build the commercial backbone of one of the most exciting challenger brands in the snacking category.

What are we looking for

We are looking for a hands-on, fast-moving Key Account Manager with a make-it-happen attitude to open new customers and grow the ones we already have across modern grocery retail and the impulse & convenience channel in Spain, delivering the annual sales plan with full ownership of the trade investment behind each account.

A large part of this job is hunting. There are customers, channels and regions where Plesh is not present yet, and opening them is a core part of the mandate.

This is a build role as much as a management role. Reporting initially to the CEO and later to the Chief Commercial Officer, you will write the playbook rather than inherit one: your own decks, your own promotional P&Ls, your own store visits, your own orders. There is no support layer between you and the customer, and that is the point.

We move fast and we expect the same. If you need a settled structure and a fixed process to do your best work, this is not the right role. If you want to build both, it is.

Customer Scope:

• Modern grocery retail, including discount and premium formats
• Impulse & convenience: convenience and forecourt, cash & carry and wholesale, vending and travel retail
• New customers, channels and regions where Plesh is not listed yet

How you'll work

• Hunter first. You are energised by opening what is closed. You build your own target list, get your own meetings, and you are not put off by a cold approach, a slow buyer or a first no.
• Hands-on, end to end. You own your accounts from the first contact to the delivered order. You build the deck, run the numbers, make the call, visit the store and fix what is needed yourself.
• Bias for action. You would rather test something this week than perfect it next month. You take decisions with the information available, move, and correct fast when the data says otherwise.
• Extreme ownership. You own the outcome, not the task. No handovers into the void: if something is needed to hit the number — a forecast, a price file, a logistics fix, a store visit — you either do it or make sure someone does.
• Resilience and resourcefulness. You get told no, you come back better prepared. You find ways through with limited resources, because that is what stage we are at.

What you'll do

1. New Business: opening new customers

• Build and own the national prospect pipeline: map target customers across every channel in scope and prioritise them by size, fit and speed to a first order.
• Prospect actively and open doors from cold: identify the right buyer, get the meeting and earn the first serious conversation.
• Close first listings and turn them into repeat business, so that the first order is not the last.

2. Key account management

• Develop and maintain strong, senior-level relationships with the assigned key accounts, becoming the person the buyer calls first.
• Prepare and lead quarterly business reviews with each key account, focused on the real issues and on actions to close the gap to plan.
• Plan and execute joint promotional activity with customers to drive sell-out on priority lines.
• Identify growth opportunities inside existing accounts — distribution, shelf space, new formats — and build the strategies to convert them into sales.
• Develop and implement a specific account plan for each key customer: objectives, distribution targets, promotional calendar, investment and margin.

3. Negotiation and closing

• Negotiate terms and conditions with customers, including pricing, annual agreements, contracts, promotional plans and logistics conditions.
• Close commercial agreements that are beneficial for both Plesh and the customer, protecting margin and long-term brand positioning.

4. Customer service and field execution

• Make sure customers receive excellent service and that any issue is resolved quickly.
• Get into stores yourself: plan and execute store visits and sales blitzes, so that what is agreed at headquarters is what happens on the shelf.

What you'll bring

• 5–6 years’ experience in national account management, sales or trade marketing, in F&B or FMCG. Confectionery, snacking or impulse categories are ideal.
• Proven track record managing national accounts in Spain and negotiating at headquarters level.
• Real, current relationships with Spanish buyers in grocery retail and/or impulse & convenience.
• Demonstrable track record of opening new customers from scratch: first listings won, doors opened cold, channels built.
• Ideally experience in a start-up, scale-up or challenger brand.
• Strong financial acumen: comfortable working with gross margin, retail margin, price architecture, promotional P&L, trade spend and ROI.
• Analytical mindset with strong Excel skills and comfort handling Nielsen, sell-out and retailer data.
• Sales presentation skills: a compelling, insight-led story for key accounts and a sharp entry pitch for first listings.
• Degree in Business Administration, Economics, Marketing or a related field.
• Fluent in Spanish and English. French is a nice to have.
• Willing to travel nationally (approximately 40% of the time) and based in Barcelona, or willing to relocate.
• Work directly with the leadership team and have a real impact on the business.