Are you a commercially driven B2B professional ready to shape the future of global partnerships? As a Key Account Manager (KAM) within our Encaps & Dairy Proteins team, you will take the lead in managing and expanding strategic relationships with our most important global customers. You will drive commercial excellence by developing and executing long-term account strategies, leading high-stakes negotiations, and unlocking growth opportunities across the EMEA region. This is your opportunity to make a tangible impact on FrieslandCampina’s global growth agenda. You will manage some of our global accounts end to end and fulfil a leading role in driving our commercial agenda.

What we ask 

• Master’s degree in Commercial Economics, International Business, Food Technology, or Business Administration
• 7+ years of B2B commercial experience, with experience in the ingredients or food industry
• Proven track record in managing complex, high-value accounts on a global scale
• Strong analytical and strategic thinking skills
• Excellent relationship builder with strong influencing, communication, and listening capabilities
• Digitally savvy and experienced in leveraging CRM and data-driven tools for commercial success
• Comfortable navigating a matrix organization and working cross-functionally
• Willingness to travel internationally (20–25%)
• Entrepreneurial mindset with a collaborative, results-oriented approach 

What we offer

At FrieslandCampina you work on strong, globally loved brands enjoyed by millions every day, like Friso, Campina, Chocomel and Frisian Flag. As a farmer-owned cooperative, we combine an international environment with a clear social and sustainable purpose. We support your growth through training, coaching and internal career opportunities. With trust and autonomy, you can make real impact.

Employment benefits:
•    Salary between €5,250 and €7,150 gross per month (full-time), depending on experience and fit for the role.
•    A work week of 32 to 38 hours, a 5% year-end allowance, 12,5% company  bonus, 8% holiday allowance and a pension scheme.
•    Hybrid working with flexible working hours, a train card and/or €0.23 per km (max. 30 km one way).
•    200 hours of annual leave, with the option to buy or sell up to 40 hours.
•    A laptop, phone and home office equipment to support flexible working.
•    Wellbeing and inclusion initiatives, such as health support, employee assistance programs and diversity initiatives.
•    Extras at the head office, such as milk and cheese during lunch, fresh fruit and barista coffee.

Vacancy description

Reporting to the Commercial Director Encaps, you will be part of the commercial team and act as the strategic owner of several global key accounts. Your responsibilities include:

• Leading strategic negotiations and securing multi-year, high-value contracts and
• Building senior-level partnerships and driving joint business planning
• Developing multi-year strategic partnerships with key accounts including the full governance set-up and monitor/report on commercial performance, proactively addressing risks and opportunities
• Co-developing innovation pipelines and launching new solutions in collaboration with Marketing, R&D, and Supply Chain
• Acting as the commercial lead in a diamond team setup, aligning internal stakeholders with customer needs. Lead cross-functional teams to deliver on strategic account objectives
• Managing full P&L responsibility for your accounts, including pricing, forecasting, and margin optimization
• Translating market trends into actionable growth strategies
• Contributing to strategic initiatives such as “Protecting the Value of Encaps” and “Winning with Key Accounts”
• Champion digital transformation and the adoption of data-driven tools across the commercial team and improve workflows and processes
• Ensuring a best-in-class customer experience through global cross-functional alignment
• Contributing to leadership across the multi-disciplinary team through mentoring and coaching of juniors on the job 

You’ll join FrieslandCampina Professional’s Industry & Trading business, a global leader in value-added dairy and plant-based solutions. The Encaps & Dairy Proteins team serves customers in segments like Confectionery, Baking, Soups & Sauces, Desserts, and Beverages. You’ll work in a diverse, international team that thrives on innovation, collaboration, and customer success.