Key Account Manager Bulgaria

Job Location: Bulgaria

Position Goal

The Key Account Manager is responsible for managing and developing strategic retail and distribution partners within Bulgaria. The role focuses on driving sustainable sales growth, strengthening key client relationships, expanding private label and branded portfolios, and achieving agreed commercial targets (volume, NSV, profitability).

The KAM acts as the main commercial interface between the company and key partners, ensuring execution excellence across all relevant sales channels.

Recruitment Process

• Introductory discussion

• Interview with the General Manager

Role Responsibilities

Key Account Management & Commercial Strategy

• Develop and execute account-specific sales strategies aligned with overall country objectives

• Manage and grow strategic key accounts across retail, pet specialists, and e-commerce channels

• Lead continuous negotiations with partners (annual agreements, pricing, promotions, trade terms)

• Drive achievement of budget targets (quantity, NSV, profit) for dedicated partners

• Monitor receivables and ensure healthy financial cooperation

Portfolio & Brand Management

• Manage and expand company brands (Shelma, Prevital, Reno) according to 4P strategy

• Strengthen brand presence, increase market share, and ensure proper in-store execution

• Identify and develop new private label opportunities in close cooperation with partners and marketing

• Benchmark competitors and analyze market trends to adjust commercial strategies

Category & Market Development

• Analyze growth opportunities, win/loss reasons vs. competitors, and opportunity pipeline

• Provide SKU forecasting and demand planning

• Propose tailored promotions and trade marketing initiatives for key accounts

• Conduct regular partner store visits to optimize visibility and sell-out

Cross-Functional Collaboration

• Work closely with marketing, product development, supply chain, and customer service

• Track orders and shipments to ensure operational excellence

• Prepare and present sales reports, forecasts, and performance analysis to senior management