Key Account Sales Specialist

The Froneri Way:

At Froneri, we are driven by a passion for ice cream, striving to become the world's leading ice cream company for consumers, customers, and employees. Our commitment to excellence and efficiency is reflected in our operations across 25 countries, where we hold the No.1 or No.2 position in most markets we serve.

Visionary Leadership and Global Influence:

Guided by our vision to be the best in the industry, we focus on innovation and quality to drive growth in premium ice cream snacking. Our strategic pillars—selling more, buying better, and taking costs out—ensure we deliver optimal quality at competitive levels, enhancing our global presence and regional impact.

Investing in Our Team and Society:

We believe in the power of a strong culture that places people at the heart of everything we do. Our 15,000+ employees worldwide live and breathe ice cream, continually pursuing new ideas to deliver the best experience to our consumers. We are dedicated to focusing our Environmental, Social, and Governance (ESG) efforts by setting ambitious short and mid-term targets, reflecting our commitment to our people and communities.

Commitment to Diversity and Inclusion:

At Froneri, we are focused, passionate, and entrepreneurial. We believe that diversity and inclusion are integral to our success, fostering a workplace where every individual's unique perspective is valued and contributes to our collective achievements.

These sections encapsulate Froneri's identity, leadership vision, dedication to its people and communities, and commitment to diversity and inclusion.

Main Purpose of the Job:

To manage and grow strategic partnerships with key accounts by driving joint business planning, ensuring flawless execution of commercial agreements, and delivering sustainable sales growth. The role is responsible for maintaining strong customer relationships, optimizing trade investments, and ensuring alignment with company objectives.

ROLE AND ACTIVITY

• Finalize and manage business agreements with key accounts, including product listing, trade terms (TTS), sales target, branding activities, and promotional calendars.
• Build and maintain strong, long-term relationships with key account stakeholders to ensure business continuity and mutual growth.
• Maintain regular contact with key account personnel to proactively resolve issues, address challenges, and identify new opportunities.
• Conduct consumer-specific needs analysis to ensure achievement of agreed sales targets.
• Coordinate and ensure the effective execution of joint business plans and promotional activities with the Key Accounts Sales Operations team.
• Monitor and manage the implementation of branding and visibility initiatives in line with the customer agreements.
• Conduct regular store visits and audits.
• Manage and control Trade Terms Spending (TTS) and Customer Contribution Score (CCS) by account, ensuring proper allocation and settlement.
• Monitor consumer open items and support the Finance team in collecting overdue payments.
• Provide regular reports on accounts performance, trade investments utilization, and sales trends.
• Share insights and feedback from key accounts with internal stakeholders to support strategic planning and decision making.
• Uphold FRONERI values and represents the brands professionally.

Qualifications and Work Experience

• Bachelor's degree in Business Administration, Marketing, or a related field.
• 2 to 4 years of experience in Key Account Management, Sales, or Trade Marketing, preferably within the FMCG or food & beverage industry.
• Strong analytical, negotiation, and communication skills.
• Proven ability to manage multiple stakeholders and deliver results in a fast-paced environment.
• Proficiency in Microsoft Office and familiarity with CRM or ERP systems is a plus.