Key Account Manager

Mondelēz International; Helsinki; On-site; EUR 70,000 - 110,000; Full time

Job summary

Mondelēz International Finland is seeking a senior Key Account Manager to lead strategic relationships with major retail partners and drive revenue, volume, and profitability across the portfolio. The role combines account planning, forecasting, market analysis, and hands-on sales execution within a collaborative Finnish sales team.

You will own joint business plans, negotiate commercial terms, and align with Finance, Marketing, and CS&L to deliver growth.

Qualifications

• 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 — 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)

Responsibilities

• Own the full commercial relationship with a major retail account, driving Net Revenue, volume, and profitability targets.
• Lead customer negotiations on terms, joint business plans, and promotional agreements.
• Develop 3- to 24-month growth plans aligned with customer priorities and market performance.
• Own the complete account forecast including base business, new product launches, seasonal peaks, and campaigns.
• Contribute to profitability by managing Gross-to-Net and ROI analyses in collaboration with Finance.
• Coordinate cross-functionally with Sales, Category Planning, Marketing, and Finance to ensure timely execution.

Skills

Key account mgmt

FMCG experience

Financial acumen

Negotiation

Cross-functional

Finnish language

English language

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

You will:

• 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

More About This Role

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