Key Account Manager - FMCG Retail Accounts

About the role

Mondelēz International is hiring a Key Account Manager in Helsinki to own the full commercial relationship with a major retail account. The role drives net revenue, volume and profitability targets across the Mondelēz portfolio (Marabou, Daim, Toblerone, Tuc, Oreo, Digestive, O'boy, Philadelphia and Sour Patch Kids). It is a hands-on position combining strategic account planning, forecasting, market and customer analysis with day-to-day sales execution.

Key responsibilities

• Lead customer negotiations on commercial terms, joint business plans and promotional agreements, and build growth plans over 3- to 24-month horizons aligned with the customer's priorities.
• Own the complete account forecast (base business, new products, seasonal peaks and campaigns) and deliver annual net revenue, volume and profitability targets.
• Track daily sell-in performance, ensure campaigns, new products and seasonal orders are placed on time, and maintain a pipeline of backup opportunities.
• Manage gross-to-net elements and price-volume-mix dynamics, calculate ROI on campaigns and prepare scenario-based P&L analyses with Finance.
• Coordinate with Sales, Category Planning, Marketing and Finance, prepare customer presentations, ensure legal compliance of contracts and share account insights with the KAM team.

Required profile

• 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, able to turn market and sales data into actionable plans.
• Excellent cross-functional communication and a self-starting, problem-solving approach.

Required skills

• Negotiation and influencing skills.
• Forecasting and P&L analysis.
• Understanding of go-to-market strategies and business practices.

The position is part of a Finnish sales team led by a Head of Sales, with two other Key Account Managers and a National Field Sales Manager. No relocation support is available.