Senior Key Account Manager (FMCG)

Location: Remote, Germany

Company

LIPTON Teas & Infusions is a global tea business with brands including Lipton, Pukka, Tazo, T2, Lyons, and PG Tips.

What you will do

• Own and develop strategic relationships with major German retail customers, including potential accounts such as EDEKA, REWE, Schwarz Group, Lidl, Kaufland, Aldi, dm, Rossmann, and Müller.
• Lead annual customer negotiations covering pricing, terms, assortment, promotions, listings, and commercial agreements.
• Develop customer-specific strategies and Joint Business Plans aligned with the German commercial strategy.
• Manage customer P&L, revenue, gross margin, trade investment, profitability targets, forecasts, and risks.
• Build data-driven customer presentations using market, category, shopper, and consumer insights, and identify opportunities to improve distribution, shelf presence, assortment, promotions, and market share.
• Partner with Category Management, Shopper Marketing, Revenue Growth Management, Marketing, Supply Chain, and Finance on product launches, promotional ROI, competitor monitoring, and execution.

Requirements

• 5–8+ years of Key Account Management or Sales experience within FMCG, beverages, food, or another highly relevant consumer-goods category.
• Significant hands-on experience managing one or more of Germany’s largest grocery or drugstore retailers.
• Demonstrated success in complex annual negotiations and commercial contract management.
• Strong understanding of the German retail landscape, including centralized and decentralized customer structures.
• Proven ability to manage significant customer revenue and trade-investment budgets.
• Strong commercial and financial acumen, including experience with P&Ls, margins, pricing, promotional mechanics, and customer profitability.
• Excellent negotiation, influencing, stakeholder-management, analytical, and commercial action-planning skills.
• Entrepreneurial, proactive, and comfortable operating in a fast-moving environment.
• Strong cross-functional leadership skills and the ability to influence without direct authority.
• Fluent German and English are essential.

Culture & Benefits

• Remote work from Germany.
• Competitive reward package.
• Ongoing learning and development opportunities.
• Career progression paths and a supportive professional environment.
• Values focused on people first, ownership, excellence, humanity, courage, and consumer and customer centricity.

Hiring process

• The recruitment process usually includes 2–3 stages, depending on seniority.
• CVs are reviewed within approximately two weeks.