Senior Key Account Manager

Flora Food Group; Helsinki; Hybrid; EUR 70,000 - 100,000; Full time

Job summary

Flora Food Group in Helsinki is seeking a Senior Key Account Manager to drive growth with Finland's leading grocery retailers. You will lead an outsourced field sales team to ensure excellent in-store execution and deliver on customer-specific business plans.

The role focuses on building partnerships, negotiating promotions, and managing revenue, gross profit, and earnings targets in a fast-moving Finnish FMCG environment.

Qualifications

• Experience in key account management in FMCG.
• Strong understanding of Finnish grocery retail landscape.
• Proven ability to manage P&L and drive revenue.

Responsibilities

• Build and develop long-term partnerships with key retail customers to drive revenue and category growth.
• Lead trade window discussions and promotional negotiations to maximise commercial outcomes.
• Own and manage customer profit and loss, ensuring delivery of revenue, gross profit, and earnings targets.
• Lead and coach an outsourced field sales team, setting priorities and monitoring performance to ensure in-store excellence.
• Collaborate with Marketing, Category Management, Supply Chain, and Finance to translate strategy into actionable customer plans.

Job description

The Practical Detail Location: Helsinki, Finland Working Model: Hybrid

Why this role matters

In your first year as Senior Key Account Manager, you will drive growth by delivering on customer-specific business plans and securing commercial targets with Finland’s leading grocery retailers. This role is crucial to strengthening Flora Food Group’s presence in the Finnish market and unlocking new opportunities for our brands. You will lead an outsourced field sales team to ensure excellent in-store execution, directly impacting sales, category development, and product launches. Your work will help shape the future of better food in Finnish kitchens by connecting our commercial strategy with customer needs and market trends.

What you'll do

• Build and develop long-term partnerships with key retail customers to drive revenue and category growth.
• Lead trade window discussions and promotional negotiations to maximise commercial outcomes.
• Own and manage customer profit and loss, ensuring delivery of revenue, gross profit, and earnings targets.
• Lead and coach an outsourced field sales team, setting priorities and monitoring performance to ensure in-store excellence.
• Collaborate closely with Marketing, Category Management, Supply Chain, and Finance to translate strategy into actionable customer plans.

Performance

You will own the delivery of customer-specific business plans, achieving annual revenue growth and promotional return on investment targets. Your data-driven approach will identify growth opportunities and risks, ensuring 90% or more execution of joint business plans. By leading the field sales team, you will maintain high compliance with store execution standards and drive category share gains. Your impact will be measured by customer satisfaction scores, new listings secured, and overall commercial performance in Finland.

Care

This role reports to the Commercial Director, Nordics and works within a collaborative team environment that includes cross-functional partners and an outsourced field sales team. You will demonstrate responsible leadership by balancing short-term execution with long-term growth, ensuring sustainable customer relationships and business continuity. Your decisions will reflect Flora Food Group’s commitment to doing the right thing for customers, consumers, and communities.

Passion

You are a food enthusiast who understands the Finnish retail landscape and the evolving tastes and needs of consumers. Your curiosity about taste, nutrition, and product functionality drives you to innovate and raise the bar in customer engagement and category development. You take pride in delivering commercial excellence that supports Flora Food Group’s mission to bring better food to more kitchens every day.

About you

You bring experience in key account management or a commercial FMCG role, with a strong understanding of the Finnish grocery retail market. You excel at building customer relationships, managing P&Ls, and turning data into clear commercial actions. You are solution-oriented, proactive, and comfortable working in a fast-moving environment while maintaining high standards. Your collaborative mindset helps you align internal teams and customers to deliver shared success. You are genuinely interested in food culture and curious about how consumer behaviour and future food trends shape innovation. You understand that strong brands are built by anticipating what’s next in taste, nutrition and functionality, and by translating insight into meaningful consumer experiences.

Where this could lead to

This role typically leads to senior commercial leadership positions within Flora Food Group. You will have the opportunity to expand your influence across markets and take on broader strategic responsibilities as you grow.

What’s next

For questions about the role, please contact: Richard Hodgson [e-mail]