Key Account Manager

Key Account Manager – Food Retail, Portugal.

We are looking for a Key Account Manager to join our Retail National Accounts team in Portugal, with responsibility for managing key national retail accounts within the Food Channel.

In this role, you will be responsible for driving commercial performance, developing strong customer relationships and ensuring profitable growth across your assigned accounts. You will manage the full account cycle: from annual planning and negotiation to P&L management, forecasting, promotional calendar and cross-functional execution.

Reporting to the National Key Account Director, you will work closely with Trade Marketing, Commercial Finance, Demand Planning, Business Intelligence and Point of Sale teams to ensure plans are aligned, executed effectively and delivering against business objectives.

This is a great opportunity for someone with solid FMCG retail experience who wants to take ownership of strategic accounts, strengthen their commercial expertise and contribute directly to the growth of our business in Portugal.

We are looking for a commercially driven, analytical and proactive professional with a strong understanding of the retail environment.

You enjoy managing customer relationships, negotiating with purpose and turning business insights into concrete actions. You are comfortable balancing short-term sales priorities with long-term account development, always keeping profitability and sustainable growth in mind.

The ideal candidate will bring:

• A strong commercial mindset and clear orientation to results.
• Experience managing retail customers and building trusted relationships.
• Confidence working with sales data, P&L, forecasting and promotional plans.
• Strong negotiation skills and the ability to manage complex conversations.
• A structured and proactive way of working, with attention to detail.
• The ability to collaborate with cross-functional teams and align different priorities.
• Curiosity to understand customer business models, market trends and competitor dynamics.
• A continuous improvement mindset and the ambition to grow within a commercial organisation.

As Key Account Manager, you will be responsible for the comprehensive management of assigned national retail accounts in Portugal, ensuring the achievement of commercial targets, financial KPIs and strategic account objectives.

Your main responsibilities will include:

📈 Account management & business growth

• Manage assigned national retail accounts in the Food Channel, ensuring delivery of business objectives and KPIs.
• Develop and lead the Annual Account Plan / JBP, with a long-term strategic focus.
• Identify business opportunities and risks within each account, proposing action plans to drive profitable growth.

🤝 Negotiation & customer relationship

• Negotiate annual agreements, commercial conditions and promotional plans with key retail customers.
• Build and maintain strong, collaborative relationships with customers and internal stakeholders.
• Understand each customer’s business model, priorities and market context to develop relevant account strategies.

📊 P&L, performance & forecasting

• Manage the P&L and financial performance of assigned accounts.
• Monitor key indicators such as Net Sales Value, Gross Profit and Gross Margin.
• Analyse commercial trends, promotional performance and account results to support decision-making.
• Manage forecasting and promotional calendar planning to optimise sales, service and profitability.

🔄 Cross-functional collaboration

• Coordinate with Trade Marketing, Commercial Finance, Demand Planning, Business Intelligence and Point of Sale teams.
• Ensure account plans are aligned across functions and executed effectively in market.
• Work closely with internal teams to solve issues, improve processes and support account performance.

In this role, you will have the opportunity to take ownership of key retail accounts and play a direct role in the growth of Suntory’s business in Portugal.

• Real business ownership: you will manage accounts with direct impact on sales, profitability and market execution.
• Commercial development: you will strengthen your skills in negotiation, P&L management, forecasting and account planning.
• Strategic exposure: you will work closely with the National Key Account Director and collaborate with different business functions.
• Cross-functional learning: you will partner with Trade Marketing, Finance, Demand Planning and BI to develop a broader business view.
• Customer impact: you will build relationships with relevant national retail customers and influence growth plans in the Food Channel.
• Career growth: this role can be a strong platform towards broader responsibilities in Key Account Management, Strategic Accounts or Commercial leadership.

• Minimum 5 years of professional experience, with at least 3 years in FMCG / Consumer Goods, ideally within retail account management.
• Strong commercial skills and proven experience managing customer relationships.
• Experience working with P&L, financial performance, forecasting and commercial KPIs.
• Strong negotiation skills; international negotiation experience will be valued.
• Good understanding of the retail environment and Food Channel dynamics.
• Ability to analyse data, identify opportunities and turn insights into action.
• Proficiency in analytical tools, databases, CRM systems, advanced Excel and PowerPoint.
• Fluent English.
• Strong communication, collaboration and stakeholder management skills.
• Proactivity, ownership, problem-solving mindset and strong orientation to results.
• Previous experience in Trade Marketing will be valued.