The Key Account Manager is responsible for managing and developing strategic retail and distribution partners within Bulgaria. The role focuses on driving sustainable sales growth, strengthening key client relationships, expanding private label and branded portfolios, and achieving agreed commercial targets (volume, NSV, profitability).
The KAM acts as the main commercial interface between the company and key partners, ensuring execution excellence across all relevant sales channels.
Introductory discussion
Interview with the General Manager
Develop and execute account-specific sales strategies aligned with overall country objectives
Manage and grow strategic key accounts across retail, pet specialists, and e-commerce channels
Lead continuous negotiations with partners (annual agreements, pricing, promotions, trade terms)
Drive achievement of budget targets (quantity, NSV, profit) for dedicated partners
Monitor receivables and ensure healthy financial cooperation
Manage and expand company brands (Shelma, Prevital, Reno) according to 4P strategy
Strengthen brand presence, increase market share, and ensure proper in-store execution
Identify and develop new private label opportunities in close cooperation with partners and marketing
Benchmark competitors and analyze market trends to adjust commercial strategies
Analyze growth opportunities, win/loss reasons vs. competitors, and opportunity pipeline
Provide SKU forecasting and demand planning
Propose tailored promotions and trade marketing initiatives for key accounts
Conduct regular partner store visits to optimize visibility and sell-out
Work closely with marketing, product development, supply chain, and customer service
Track orders and shipments to ensure operational excellence
Prepare and present sales reports, forecasts, and performance analysis to senior management
BA degree in Economics, Marketing, or related field
5 years of relevant experience as a Key Account Manager
3–5 years of sales experience in the retail sector
3–5 years of brand management experience within leading FMCG companies
Strong experience in category management
Strong negotiation and presentation skills
Analytical and commercially driven mindset
Goal-oriented with high ownership
Fluent English (negotiation level)
Native Bulgarian
