Description The Key Account Specialist plays a critical role in driving strategic growth within key accounts by leading the development and execution of Joint Business Plans (JBP), strengthening relationships with mid- to senior-level stakeholders, and ensuring high-impact commercial execution. This role acts as a strategic partner to the Key Account Manager, owning the day-to-day business with key customers while contributing to long-term growth, sell-out acceleration, and market share expansion. Responsibilities Job Summary: • Leading the development and execution of Joint Business Plans (JBP) within assigned accounts • Managing relationships with managers and senior managers on the customer side • Driving sell-in and accelerating sell-out performance • Contributing to market share growth and category expansion • Leading execution strategies aligned with company priorities • Acting as a bridge between strategic direction (KAM) and execution in the market • Acts as a key interface between customers and internal teams This role combines strategic thinking with strong execution leadership. Essential Functions & Accountabilities: Strategic Account Development Support and drive the development of strategic accounts, ensuring alignment between company objectives and customer priorities. Responsibilities include: • Identify growth opportunities within assigned accounts • Contribute to account strategy development • Drive implementation of strategic initiatives • Support long-term business growth and partnership development Joint Business Planning (JBP) Leadership Lead the development and execution of Joint Business Plans with assigned customers. Includes: • Co-create JBP initiatives with customers • Define key actions, timelines, and KPIs • Lead execution and ensure delivery of agreed outcomes • Monitor performance and implement corrective actions (PDCA) Customer Relationship Management Build and manage strong relationships with mid- to senior-level stakeholders within key accounts. Includes: • Engage with customer managers and senior managers • Understand customer priorities, challenges, and business drivers • Act as a trusted business partner • Influence decision-making through value-based discussions Sell-in, Sell-out & Commercial Performance Drive commercial performance within assigned accounts. Responsibilities include: • Drive sell-in aligned with account strategy • Lead initiatives to accelerate sell-out • Monitor KPIs and business performance • Identify opportunities to expand category and product adoption Execution Leadership & Category Excellence Ensure high-quality execution of commercial strategies across accounts. Includes: • Lead execution of category fundamentals and “perfect store” • Ensure consistency and excellence in implementation • Drive activation plans and promotional initiatives • Monitor execution performance and take corrective actions Strategic Product Growth Drive growth of strategic products within assigned accounts. Includes: • Prioritize key products aligned with company strategy • Lead product-focused initiatives • Monitor performance and optimize execution • Ensure alignment with broader commercial priorities Cross-functional Collaboration Work closely with internal stakeholders to ensure alignment and execution excellence. Key interfaces include: • Key Account Manager, Inside Sales Team, Regional Sales Teams, Marketing and Trade Marketing, Supply Chain, Customer Service Key Performance Indicators (KPIs) Performance will be measured through: • Revenue growth within assigned accounts • Sell-out performance and acceleration • Execution of Joint Business Plans • Market share contribution within accounts • Quality of customer relationships • Execution excellence and KPI delivery Travel: Moderate to frequent travel required (approximately 30–50%) to engage with customers and support execution of account strategies Qualifications Knowledge, Skills and Abilities: • Key account management and Joint Business Planning (JBP) • Channel dynamics and category management • Sales performance metrics and commercial execution • Strategic account planning and execution • Stakeholder management and relationship building • Communication and influence with mid-level stakeholders • Lead and execute business plans within accounts • Influence customer decisions and drive alignment • Translate strategy into impactful execution • English: Intermediate to advanced • Strategic Thinking, Customer Focus, Execution Excellence, Collaboration, Results Orientation, Proactivity, Accountability Experience: • 4–8 years of experience in sales, key account management, or commercial roles • Experience managing or supporting strategic accounts • Experience in developing and executing Joint Business Plans • Proven ability to engage with mid-level stakeholders (managers and senior managers) • Strong track record in driving commercial performance Education: Bachelor’s degree in business administration, Marketing, Economics, Life Sciences, or related fields MBA or postgraduate degree in Business, Sales or Marketing preferred. English: Intermediate to advanced