Key Account Manager, Discounter Channel

JDE Peet's; Ataşehir; On-site; TRY 900,000 - 1,500,000; Full time

Job summary

JDE Peet's in Turkey seeks a senior sales professional to drive the Discounter Channel's commercial performance and operational execution. You will lead customer strategy, JBP negotiations, and revenue management, coordinating with Marketing, Finance and Supply Chain to achieve volume, value and profitability targets.

Regularly visit retailers, analyze market data, and translate insights into actionable plans.

Qualifications

• 8+ years in Field Sales or KAM in FMCG.
• Experience managing large retail/Discounter accounts.
• Strong commercial and analytical skills with P&L, trade spend and ROI.
• Excellent negotiation and stakeholder management.
• Experience in JBP, annual negotiations, promotions and NPD launches.
• Excellent communication, presentation and time management.
• Ability to manage multiple priorities in a dynamic environment.
• Proactive, hands-on and results-oriented with ownership.
• Strong cross-functional collaboration and teamwork.
• Fluent in English.

Responsibilities

• Develop and execute customer strategies for key Discounter accounts.
• Lead annual negotiations and Joint Business Plans (JBP), including pricing, PVPs, trade terms and calendars.
• Deliver annual volume, value and profitability objectives; manage customer P&L, trade spend and ROI.
• Identify and implement Revenue Growth Management opportunities across pricing, promotion, assortment and pack-price architecture.
• Lead new product launches and performance tracking.
• Prepare sales forecasts and collaborate with Supply Chain for stock availability.
• Analyze customer, category and market data and translate insights into plans.
• Build strong relationships with key customer stakeholders.
• Collaborate with Marketing, Category Management, Revenue Management, Finance and Supply Chain.
• Conduct regular customer warehouse and store visits in Turkey.

Skills

Field Sales

Modern Trade

Key Account Management

Customer Development

Negotiation

Stakeholder Management

NPD launches

P&L understanding

Trade spend

ROI understanding

JBP

Job description

This role is responsible for managing and developing the commercial performance and operational execution of the Discounter Channel, delivering sustainable and profitable business growth.

• Develop and execute customer strategies for key Discounter accounts in line with the Company’s commercial strategy and business objectives.
• Lead annual negotiations and Joint Business Plans (JBP), including pricing, PVPs, trade terms, promotional investments and customer activity calendars.
• Deliver annual volume, value and profitability objectives, managing customer P&L, trade spend and ROI.
• Identify and implement Revenue Growth Management opportunities across pricing, promotion, assortment and pack-price architecture.
• Lead new product launches and performance tracking.
• Prepare sales forecasts and work closely with Supply Chain to ensure optimal stock availability and service levels.
• Analyze customer, category and market data, including sell‑in, promotional performance and competitor activities, and translate insights into actionable plans.
• Build strong relationships with key customer stakeholders.
• Collaborate closely with Marketing, Category Management, Revenue Management, Finance and Supply Chain to deliver customer and business objectives.
• Conduct regular customer warehouse and store visits across Turkey to strengthen relationships.

Qualifications

• 8+ years of experience in Field Sales, Modern Trade, Key Account Management or Customer Development, preferably in an international FMCG company. Trade marketing experience is an asset.
• Proven experience in managing large‑scale retail / Discounter accounts and complex commercial negotiations.
• Strong commercial and analytical skills, with a solid understanding of P&L, profitability, trade spend and ROI.
• Strong negotiation and stakeholder management skills.
• Experience in JBP, annual negotiations, promotional planning and NPD launches.
• Excellent communication, presentation and time management skills.
• Ability to manage multiple priorities in a dynamic, deadline‑driven environment.
• Proactive, hands‑on and results‑oriented mindset with strong ownership and sense of urgency.
• Strong cross‑functional collaboration and team‑working skills.
• Fluency in English.

Additional Information

Our DE&I Statement

At JDE Peet’s we aim to create a better future where we authentically serve, reflect and embrace everyone. We believe in fostering a more diverse, equitable and inclusive organisation where everyone feels comfortable to truly be who they are and unleash their full potential. This means we do not tolerate discrimination on the basis of our race, ethnicity, sex, gender identity, sexual orientation, religion, nationality, age, disability, or any other trait protected by law.

Throughout the entire employee lifecycle, we place DE&I at the core of our people processes. This enables us to drive objectivity and eliminate any potential bias, ensuring an inclusive experience in the workplace. Do not hesitate to reach out if you require any reasonable adjustments to the recruitment process.

JDE Peet’s - now part of Keurig Dr Pepper – is the world’s leading pure‑play coffee company, with a presence in more than 100 markets. Guided by our ‘Reignite the Amazing’ strategy, we are focused on brand‑led growth across three big bets: Peet’s, L’OR, and our 10 strategically selected local icons led by Jacobs.

Company Description

Who we are?

We are JDE Peet’s. We craft coffee for every cup and build brands for every heart.

JDE Peet’s - now part of Keurig Dr Pepper – is the world’s leading pure‑play coffee company, with a presence in more than 100 markets. Guided by our ‘Reignite the Amazing’ strategy, we are focused on brand‑led growth across three big bets: Peet’s, L’OR, and our 10 strategically selected local icons led by Jacobs. In 2025, JDE Peet’s generated total sales of EUR 9.9 billion and employed a global workforce of more than 21,000 employees. Discover more about our journey to deliver a coffee for every cup and a brand for every heart at www.jdepeets.com .

What’s it like to work at JDE Peet’s?

We believe amazing things happen over a cup of coffee. Together, we create those moments every day, turning ideas into impact and possibilities into reality. At JDE Peet’s, we work as one team guided by our values: we Dare to Amaze, Own It, Make It Simple, and Win Together. Here, you’ll find the freedom to innovate, the courage to take bold steps, and the support to grow your career in a global environment.

Come join our team and discover what your cup of amazing can be!

Find out more at http://careers.jdepeets.com