Key Account Manager

Mondelez International; Helsinki; On-site; EUR 70,000 - 90,000; Full time

Job summary

Mondelēz International in Finland seeks a dedicated Key Account Manager to own strategic retail relationships and deliver revenue, volume, and profitability targets for Mondelēz brands. You will develop 3- to 24-month growth plans and lead commercial negotiations with major retailers.

You will collaborate across Finance, Marketing, and Sales to ensure accurate forecasting, pricing, and campaigns, driving sustainable growth in a competitive Nordic market.

Qualifications

• Experience in key account management or national account sales within FMCG.
• Strong financial acumen, including P&L awareness.
• Analytical mindset with ability to translate data into actions.
• Excellent negotiation and cross-functional communication skills.
• Self-starter who takes ownership and drives results.

Responsibilities

• Own the strategic relationship with major retail accounts, driving revenue, volume, and profitability targets.
• Develop and execute 3- to 24-month growth plans aligned with customer priorities.
• Lead negotiations on commercial terms and promotional agreements.
• Collaborate with Sales, Category Planning, Marketing, and Finance to ensure execution and compliance.

Skills

Key account management

FMCG sales

Negotiation

Financial analysis

Cross-functional teamwork

Strategic planning

Education

Master's degree

Job description

Job Description

Are You Ready to Make It Happen at Mondelēz International? Join our Mission to Lead the Future of Snacking. Make It With Pride. You work in partnership with customers to define and execute a winning growth strategy for both Mondelēz International and the customer.

How you will contribute

• Develop and drive broad customer relationships across all levels with a key focus on building relationships at an appropriate level within the customer.
• Execute the strategy for the customer
• Ensure the delivery of JCBP (Joint Customer Business Plan).
• Optimize the use of resources in order to obtain more profitability in the operations

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Customer-facing roles
• Growing revenue and market share
• Delivering results and problem solving
• Understanding multiple customers, go-to market strategies, structure and business practices
• Negotiating and influencing skills

About Mondēlez International

We are Mondēlez International — #1 in biscuits globally, #2 in chocolate — home to iconic brands including Oreo, Milka, Toblerone, belVita, Ritz, Philadelphia, Sour Patch Kids, and more. With 90,000 passionate people operating in over 80 countries, we combine the agility of a local partner with the credibility of a global leader. Recently certified as a Global Top Employer, we continue to deliver volume-driven growth through purposeful innovation and deep consumer insight. In Finland, we bring this global portfolio to life through Marabou, Daim, Toblerone, Tuc, Oreo, Digestive, O'boy, and Philadelphia — competing with ambition across Chocolate, Biscuits & Baked Snacks, and Fresh Cream Cheese.

About the Role

The Key Account Manager owns the full commercial relationship with a major retail accounts, driving Net Revenue, volume, and profitability targets across the Mondelēz portfolio (Marabou, Daim, Toblerone, Tuc, Oreo, Digestive, O'boy, Philadelphia and Sour Patch Kids). This is a hands‑on role that combines strategic account planning with forecasting, market and customer analysis, and day‑to‑day sales execution.

Key Responsibilities

Customer & Growth Strategy

You will be the strategic owner of a major retail account, leading customer negotiations on commercial terms, joint business plans, and promotional agreements. You will build and execute growth plans across 3- to 24-month horizons. You will align your plans with the customer's priorities, track market performance — including value, volume, share, and distribution — and turn insights into concrete actions at SKU level.

Sales Performance & Forecasting

You will own the complete account forecast covering base business, new product launches, seasonal peaks, and campaigns, delivering against annual Net Revenue, volume, and profitability targets. You will track daily sell‑in performance, ensure campaign, new product, and seasonal orders are placed on time, and maintain a pipeline of back‑up opportunities to keep results on track.

Financial Management & P&L

You will contribute to customer profitability by managing Gross-to-Net elements and Price‑Volume‑Mix dynamics across categories. You will calculate ROI on campaigns and prepare scenario‑based P&L analyses to support trade‑term negotiations, in close collaboration with Finance.

Stakeholder Collaboration & Compliance

You will coordinate cross‑functionally with Sales, Category Planning, Marketing, and Finance to ensure alignment and timely execution. You will prepare and deliver customer presentations, ensure legal compliance and accurate contract terms, and share account insights across the KAM team.

Your Team

You will be part of a tight‑knit collaborative Finnish sales team led by a Head of Sales, working alongside two other Key Account Managers, National Field Sales Manager and supporting commercial functions. The team thrives on open collaboration, shared accountability, and a genuine willingness to support each other in delivering results.

What You Bring

• Proven experience in key account management or national account sales within FMCG.
• Strong financial acumen — comfortable with P&L analysis, ROI calculations, and Gross-to-Net mechanics.
• Analytical mindset with ability to translate market and sales data into actionable plans.
• Skilled negotiator who prepares thoroughly and quantifies every scenario.
• Excellent cross‑functional communication — able to align Sales, Category Planning, Marketing, Finance, and CS&L.
• Self‑starter who acts like an owner: solves problems first and gives colleagues adequate lead time.

Language requirements

Fluent in Finnish (written and spoken) + Fluent in English Master's degree (or equivalent level gained through relevant professional experience)

Why Mondēlez Finland?

• Global brands, local impact — shape the growth agenda for iconic brands in a dynamic Nordic market
• High ownership — this is not a cog-in-the-machine role; your decisions directly drive results
• Team culture — collaborative, commercially sharp, and building something together
• Career growth — clear development paths within the Nordic CU and broader Mondēlez organisation

The responsibilities of this position are performed within the framework of a regional business model that is defined and managed by Mondelēz Europe GmbH, Switzerland. No Relocation support available

Business Unit Summary

What makes working at Mondelēz International so special? Many things. The iconic brands and global nature of our business. The continuous innovation and endless opportunities to grow. The chance each day, to put a smile on people’s faces. We are the world’s leading maker of chocolate, biscuits, candy and gum with outstanding brands like Alpen Gold, Oreo, Milka, Yubileynoye and Halls.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular Account Management Sales At Mondelēz International, our purpose is to empower people to snack right through offering the right snack, for the right moment, made the right way. That means delivering a broader range of delicious, high‑quality snacks that nourish life's moments, made with sustainable ingredients and packaging that consumers can feel good about.

We have a rich portfolio of strong brands – both global and local. Including many household names such as Oreo, belVita and LU biscuits; Cadbury Dairy Milk, Milka and Toblerone chocolate; Sour Patch Kids candy and Trident gum. We are proud to hold the number 1 position globally in biscuits, chocolate and candy as well as the No. 2 position in gum Our 80,000 Makers and Bakers are located in our operations in more than 80 countries and are working to sell our products in over 150 countries around the world. They are energized for growth and critical to us living our purpose and values. We are a diverse community that can make things happen, and happen fast.

Join us and Make It An Opportunity!