Key Account Head – FMCG Retail & Wholesale

About the role

The Key Account Head is the senior leader responsible for defining and executing the total sales and route-to-market strategy across retail, wholesale and distributor channels in the Czech market. The role owns the market's P&L targets (Net Sales Value, Market Share, Profitability and Trade Expenditure) and leads both Key Account Management and the extended Field Sales Organization, while representing the country in regional cluster governance forums.

Key responsibilities

• Define and run the multi-channel commercial vision across Modern Trade, Traditional Trade, Discounter, E-Commerce and Specialist channels, turning regional category visions into market-level sales plans and customer segmentation.
• Act as the country's commercial lead on regional cluster forums (Central Europe S&OP+, DMR/Pre-DMR, ODF, SRM Councils).
• Own Gross Sales, Net Sales Value, Market Share, Gross Margin and MAC, and oversee trade budgets, promotional efficiency, pay-for-performance agreements and ROI.
• Drive accurate commercial forecasting and S&OP+ alignment with Supply Chain, Customer Service and Demand Planning.
• Lead top-to-top executive relationships with national and regional retailers, oversee multi-year Joint Business Plans and govern annual commercial negotiations (pricing, listing targets, growth scorecards).
• Lead the commercial sales organization, mentor Key Account Heads, Field Force Leaders and RTM Leads, and build a succession pipeline.
• Set in-store standards, distribution baselines and promotional compliance, and provide strategic direction to Field Force leadership.

Required profile

• Master's or Bachelor's degree in Economics, Commercial Management, Marketing or a related field.
• Fluency in English and Czech.
• 10+ years of progressive commercial and sales leadership in FMCG/CPG.
• Proven track record of full commercial P&L ownership, trade budget governance and revenue growth management.
• Experience leading senior negotiations and multi-year Joint Business Plans with major retailers.
• Experience managing large commercial teams, including office-based key account teams and field sales forces.

Required skills

• Deep understanding of S&OP+ processes, category management, trade marketing and demand/supply integration.
• Strategic negotiation, category-led selling, digital commerce and revenue growth management.

What we offer

• Learning and development from day one, including access to Mars University.
• Industry-competitive salary and benefits package, including a company bonus.