You will be responsible for driving sustainable growth in both volume and profitability across the CEE region, with a dedicated focus on Industrial Bakery customers (Industry) and National & Global Horeca and Bakery chains (National Accounts).

In this role, you will develop and execute tailored growth strategies for a defined portfolio of key customers, balancing direct account management with an indirect go-to-market model via strategic distribution partners.

You will be accountable for increasing share of wallet, expanding product penetration across categories, and strengthening long-term partnerships with key stakeholders. Managing complex customer structures, including multi-country and international accounts, will be a key part of your responsibility.

Close collaboration with cross-functional teams (Sales, Marketing, Finance, Supply Chain, Pricing)
is essential to deliver best-in-class commercial execution.

The role is home-office based with frequent travel across the region (approx. 30–40%).

As Key Account Manager – Industry & National Accounts (CEE), you will be fully responsible
for managing and developing a defined portfolio of:

• Industrial Bakery customers (large-scale production players)
• National & Global Horeca and Bakery chains

Your mission is to unlock growth by expanding distribution, increasing product penetration,
and developing strategic partnerships across these segments.

You will operate both directly with key customers and indirectly via distribution partners (wholesalers, Cash & Carry, local distributors), ensuring alignment and execution across all channels.

Main accountabilities are:

• Full P&L responsibility for assigned Industry & National Accounts
• Ownership of annual negotiations (pricing, conditions, trade terms, promotions)
• Development and execution of tailored customer strategies for industrial and chain customers
• Driving volume growth and portfolio expansion across all relevant categories
• Building and maintaining strategic relationships with key decision-makers (local, regional, global)
• Leading Joint Business Planning with key customers and distribution partners
• Identifying and activating new business opportunities within Industry and National Accounts
• Ensuring alignment between direct customers and indirect channel partners
• Leveraging market insights and competitive analysis to strengthen market position
• Representing FrieslandCampina Professional at key customer meetings, events, and trade fairs

What we ask

• A broad business perspective and alignment with our purpose “Nourishing by Nature”
• Strong customer-centric mindset with the ability to act with speed, ownership, and decisiveness
• Entrepreneurial attitude with a continuous drive to identify and unlock growth opportunities

Core competencies:

• Acting with Decisiveness
• Building Winning Strategies
• Developing Self

Functional capabilities:

• Commercial Acumen: Ability to translate regional strategy into customer-specific growth plans, especially within Industry and Key Account environments
• Key Account Management: Experience in managing complex, multi-site customers (industrial players and national/global chains)
• Team Acumen: Strong cross-functional collaboration and stakeholder management
• Analytical Skills: Ability to translate data into actionable insights and drive performance
• Minimum 5 years of experience in a similar commercial role
• Bachelor’s or University degree
• Fluent in English
• Digital skills: CRM (Salesforce is a plus), data-driven decision making

What we offer

• Unique company culture and international presence
• We offer great work life balance, and competitive salary & benefits package so you can
  enjoy it
• Flexible working hours and the ability to work from home
• Diverse training and mentoring programs to help you grow on your own professional journey
• Exceptional support of cross disciplinary movement within the company to broaden 
  your knowledge and growth paths
• A friendly and informal working environment, yet professional team members as sparring partners
• Autonomy and trust to create longer term impact that helps bring better nutrition to the world

Your salary is based on the weight of your job, your experience and your training. FrieslandCampina does not however only compensate its employees with monetary rewards. We also consider it important for our people to continue to grow. After all, your development is not only good for your career; our products also benefit from it. That’s why we invest in relevant training courses in your particular discipline. The mutual exchange of knowledge between colleagues is also evident on the work floor. It is, after all, the most effective way to learn.

This position is part of the Northwest EU & CEE team within FrieslandCampina Professional Europe. The CEE Team consists of 7 Key Account Managers; 1 Sales team Lead Manager and 5 Regional Sales Managers and is led by the Sales Manager CEE. The Sales Manager CEE reports to the Commercial Lead for Northwest EU & CEE who sits on the FCP Europe Management Team.