Key Account Manager

PepsiCo; Warszawa; On-site; PLN 151,000 - 184,000; Full time

Job summary

PepsiCo in Warszawa, Poland seeks a seasoned Key Account Manager for the Organised Trade channel to implement and develop a sales strategy for a key customer across Beverages & Snacks. You will manage partnerships, negotiate annual plans, and drive growth with cross-functional teams to deliver profitability.

The role requires at least 3 years in KAM within FMCG, strong financial acumen, and fluent English and Polish.

Qualifications

• Higher education.
• Min. 3 years of experience in Key Account Manager role in FMCG.
• Experience with Organised Trade clients preferred.
• Strong understanding of financial ratios in client decisions.

Responsibilities

• Build and grow partnerships with key retail customers.
• Develop and execute customer growth strategies.
• Lead negotiations and annual business plans.
• Own account performance and budgets.
• Collaborate with Sales, Trade Marketing, Finance, Supply Chain, Logistics.
• Drive store-level execution and launches.

Skills

Key Account Management

FMCG

Negotiation

Analytical skills

Excel

PowerPoint

Education

Higher education

Tools

Excel

PowerPoint

AI tools

Job description

Overview

We are looking for Key Account Manager to Ogranised Trade Channel. The role of the person in this position will be to implement and develop a sales strategy for a key customer in accordance with the assumed strategic goals (m.in. NR, Gross Profit) by managing ongoing cooperation with the client on both categories - Beverages & Snacks.

Responsibilities

What You'll do:

• Build and grow strong, long-term partnerships of PepsiCo with key retail customers, becoming a trusted business partner and driving mutual success
• Develop and execute customer growth strategies that unlock new business opportunities and deliver sustainable results

• Lead customer negotiations and shape annual business plans, commercial agreements, and promotional strategies
• Own the performance of your accounts, delivering ambitious sales, volume, profitability, and market share targets
• Manage customer investments and trade budgets, ensuring the best return on investment and profitable growth
• Identify opportunities to accelerate PepsiCo & customer business growth through data-driven insights, market trends, and customer collaboration
• Drive best-in-class execution at store level, ensuring product availability, distribution, visibility, merchandising excellence, and successful innovation launches
• Conduct regular business reviews with customers, analyze performance, and develop action plans to maximize results
• Work cross-functionally with Sales, Trade Marketing, Finance, Supply Chain, and Logistics teams to bring customer plans to life
• Partner closely with field sales teams to ensure flawless execution and strengthen customer relationships at all levels.
• Play a key role in shaping the future of our PepsiCo business by delivering growth and creating value for both customers and the company

Qualifications

Our expectations:

• Higher education;
• Min. 3 years of experience in Key Account Manager role in FMCG industry
• Experience in working with Organised Trade clients preferred
• Very good understanding of financial ratios in cooperation with the client, including the impact of P&L on sales decisions
• Strong result orientation combined with the ability to perform tasks in cooperation with other functions of the company
• Very good communication and negotiation skills, as well as influencing others through business arguments
• High analytical skills
• Very good knowledge of English and Polish spoken and written
• Very good knowledge of MS Office (especially Excel and Power Point) as well as AI tools

Compensation and Benefits:

The expected starting compensation range for this position is 167,500 PLN annually (gross).Location, confirmed job-related skills, experience, and education will be considered in setting actual starting salary. Your recruiter can share more about the specific salary range during the hiring process.In addition to salary, PepsiCo offers a comprehensive benefits package to support our employees and their families, subject to elections and eligibility.