Key Account Manager - Retail DIY

Are you ready to drive innovation and shape the future of the Retail Modern Trade Distribution?

Join our dynamic global team at tesa!

Our Mission: We create sustainable adhesive solutions that improve the work, products and lives of our customers.

We are on the lookout for a passionate and forward-thinking Key Account Manager to booster our main DIY accounts in Iberia and some accounts with International Coordination.

Ideally, based in Barcelona, Madrid or Lisbon, you will play a pivotal role in accelerating our sales and enhancing profitability.

In this role, you will be responsible for:

Deliver sales growth, profitability and distribution targets for assigned key accounts and ensure optimal brand appearance on all relevant touchpoints.

Drive strategic growth and profitability by developing and executing tailored Key Account plans together with relevant support of Sales Manager, Field Sales, Merchandising, Shopper Marketing and Sales & Customer Operations.

Accountable for the development and contribution to Annual Business Planning & Effective Customer & Key Account Planning.

Main Functions:

Drive profitable sales growth and secure customer loyalty by aligning with strategic business objectives.

Develop and execute a mid-term strategic plan for assigned Key Accounts, aligned with regional business and marketing strategies & monitor progress based on aligned KPI´s.

Driving data leads to a sales approach focused on sell-out and rotation.

Analyze account performance, identify growth opportunities, take corrective actions to ensure achievement of PNS and profitability targets.

Manage customer negotiations with to conclude commercial agreements contracts, bonus, trade spend, prices, listings & promotions.

Continuously and optimize tesa products offering on appointed customer channel and proactively seek new growth opportunities

Support new product launches and campaign rollouts on customer channels and initiate actions to improve availability, visibility & conversion to boost share.

Ensure company standards for CRM use, providing high-quality, complete and accurate CRM data as Contacts, Opportunities, Prospects.

Build and maintain a high-quality pipeline while achieving KPI targets within own ar-ea of responsibility, such as pipeline value, won projects and customer visits.

Ensure excellence in pricing, contract management, and service quality to foster customer loyalty and execute the company's strategy.

Collaborate with Demand Planning to provide accurate sales forecasts, improving forecast accuracy and product availability for customers.

Ensure customer satisfaction by managing opportunities or claims through effective collaboration with support functions such as Sales Support, Quality and BusOps.

Successful candidates will have:

Bachelor’s or Master’s degree or proven international Sales expertise in practise.

5+ years of experience in a similar sales role, preferably in a multinational company environment.

Proven experience managing Key Accounts with a focus on strategic growth and stakeholder influence.

Fluency in written and spoken English and Spanish. Portuguese is a plus.

Excellent communication, negotiation, and stakeholders management skills.

Advanced presentation skills and ability to lead virtual teams.

Proficient in leveraging digital tools such as CRM systems to enhance daily work efficiency.

Expertise in contract management.

Expertise in project management.

Working autonomously and self-driven, while proactively seeking support when needed.

Easily adapting to change and ambiguity.