Reporting directly to the IKAM - Perfect Store and Road to Market Manager (RTM), the position will hold the following responsibilities:
Purpose
As part of the Marketing & Commercial Excellence team, the purpose of the International Key Account is to establish robust governance frameworks and lead international negotiations across general accounts and international alliances. The role focuses on creating value, shaping a more balanced profit pool with key clients, and ensuring effective coordination and governance across all related projects and markets. This position plays a critical role in driving strategic alignment, enhancing collaboration, and securing sustainable commercial outcomes.
Main Functions
For international Alliances (Buying Alliances and Service providers)
- Build international Account plans for our end to end approach:
- Communicate and apply Account plans working together with local teams
- Monitor ROIs on Service provider counterparts: identifying risks, gaps, and corrective actions.
- Monitor pricing corridors on specific skus
- Conduct monthly monitoring of business performance, ensuring alignment with commercial objectives and contractual commitments
- During Negotiation: Lead governance processes for international negotiations, ensuring structured preparation, alignment with internal stakeholders, and consistent execution across markets.
- Monitor the national market and competitors actions in the International Customers, identifying the best practices in the retailing sector and safeguarding Sigma interests.
For international Clients (Lidl, Aldi, Action…)
- Develop and execute global account strategies and plans to achieve revenue, margin, and growth targets.
- Build and maintain strong relationships with key international clients, acting as their primary strategic partner.
- Identify new business opportunities within existing accounts and emerging markets.
- Lead contract negotiations, pricing discussions, and long‑term commercial agreements.
- Coordinate cross‑functional local teams (sales, R&D;, logistics, finance, product) to ensure seamless service delivery of the EU contracts.
- Monitor market trends and competitor activity to inform strategic decisions.
- Prepare accurate sales forecasts and performance reports for senior leadership and local markets.
International Key Account Capabilities
Create the necessary capabilities to improve Negotiation skills and tools for local teams such as:
- Negotiation training and mush win attitude
- Business monitoring
- Trade terms analysis (together with RM)
- Pricing Corridors (together with RM)
Qualifications
- A first experience as International Key Account locally, international knowledge and experience is a plus
- Deep knowledge of the commercial department in the FMCG industry and modern trade market.
- International background with good knowledge of different markets is a plus
- Proficiency in English is a must; knowledge of French and/or German is desired.
Skills
- Strategic and creative thinking
- Communication and analytical skills
- Impact & Influence
- Negotiation
- HIgh organizational and analytical skills
- Capacity to create connections with peers and remote teams
- Team oriented and willing to collaborate with key stakeholders in the company
- Capacity to manage change and navigate on new environments
At Sigma, we promote diversity, equality and inclusion in all dimensions: gender, age, origin, disability, sexual orientation, among others. That is why we welcome and celebrate individual differences, recognizing the unique value of each person.
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