Overview Location: Spain (preferably Barcelona or Madrid)Role OverviewWe are seeking a strategic and results-driven Off Trade Key Account Manager to lead our retail partnerships and drive commercial growth across Spain's key off-trade channels. This role is perfect for an experienced professional who understands modern retail dynamics, has strong relationship management skills, and wants to make a significant impact within a dynamic and growing organization.You'll work directly with our Country Manager and collaborate with global marketing and operations teams to maximize Spraga's presence, distribution, and performance across major retail chains, supermarkets, specialty stores, and e-commerce platforms. This is a strategic commercial role with high visibility and direct impact on our Spanish market success.Responsibilities Develop and execute comprehensive commercial strategies for key off-trade accounts (major retail chains, supermarkets, convenience stores, specialty retailers, and e-commerce platforms)Build and maintain strong partnerships with key decision-makers at C-level and category management levelLeverage existing relationships to secure meetings and accelerate partnership developmentNegotiate annual trading terms, promotional calendars, and space allocation agreementsDrive category growth through joint business planning and strategic initiativesAchieve volume, revenue, and distribution targets across assigned accountsDevelop and implement promotional strategies to maximize ROI and brand visibilityAnalyze sales performance, market data, and consumer insights to identify growth opportunitiesManage pricing strategies and promotional mechanics in alignment with brand positioningBrand Activation & Visibility Ensure optimal shelf placement, facings, and in-store brand presenceCoordinate and execute retail marketing campaigns, seasonal activations, and product launchesCollaborate with marketing teams on point-of-sale materials and retail-specific campaignsSupport e-commerce initiatives and digital shelf optimizationMonitor competitor activity, pricing, and promotional strategies across retail channelsWork closely with the Iberia Marketing Manager to track and analyze Nielsen dataLeverage market data and category insights to identify growth opportunities and optimize commercial strategiesProvide detailed account performance reports and actionable market insights to managementTrack and analyze category trends, consumer behavior, and retail landscape changesSupport forecast accuracy through regular demand planning collaborationWork closely with supply chain and logistics teams to ensure optimal service levelsCoordinate with marketing on trade marketing investments and brand activationsSupport new product introductions and range optimization initiativesParticipate in trade shows, industry events, and customer presentationsExperience & Knowledge Minimum 5-7 years of progressive commercial experience in FMCG & beverages (Dairy, Soft drinks or cold pressed juice experience is a plus)ESSENTIAL: Proven success in managing both key retail accounts (Carrefour, El Corte Inglés, Mercadona, Eroski, etc.) and regional ones (Bon Preu, Sorli, Consum, Ahorramas, Supermercados MAS, Gadisa) with ability to secure meetings from day one.At least 3 years in key account management positions specifically related to off-trade salesProven track record of exceeding sales targets and managing complex retail partnershipsStrong understanding of the Spanish retail landscape, including regional differences and channel dynamicsExperience with modern retail practices including e-commerce, category management, and shopper marketingStrong relationships within organic retail community (Veritas, Herbolario Navarro) greatly valued, with experience in e-commerce & digital retail platforms a plus.Fluency in Spanish and EnglishOutstanding negotiation abilities with excellent interpersonal and communication skillsCommercial mindset with comfort operating in fast-paced, results-driven environmentsStrategic thinking with ability to translate market data into actionable commercial plansExceptional relationship building skills with the ability to influence at senior retail levelsStrong analytical skills with experience in sales data analysis and retail metricsPassion for brand building and driving category innovation within retailAbility to work autonomously while collaborating effectively with cross-functional teamsEducation Bachelor's degree in Business, Marketing, or related field requiredProfessional qualifications in key account management or retail beneficialLocation & Travel Position based in Barcelona or Madrid (Barcelona ideally, with flexibility)Regular travel throughout Spain to visit key accounts (approx. 30% of time)Occasional international travel for global meetings and events
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