KEY ACCOUNT MANAGER

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Learn more: jti.com

Please apply by June 11th 

Local Applicants Only 

Role: Permanent

Location: Stockholm

Key Account Manager 

We are looking for a Key Account Manager to plan, manage, and lead selected key account sales activities in Norway. The role is responsible for defining and executing key account strategies and sales plans in close alignment with the Sales Manager Norway, with the objective of achieving agreed commercial targets. The Key Account Manager owns the region’s key account objectives, strategy, activity planning, and performance follow-up, while continuously evaluating market conditions and recommending the most effective actions for each key account.
The role ensures strategic approaches and planogram overviews for each key account during the Annual and Strategic Planning cycle, and effective implementation of key account agreements through the JTI Category Management process and monitors performance using TradeSolutions and other internal CRM systems. In addition, the position plays an active role in reporting insights and collaborating closely with cross-functional teams. The role is based in Stockholm and requires regular travel to Norway.

Position

In this role, you will:

• Define sales objectives for assigned key accounts in Norway based on market insight and company strategy, develop detailed operational plans, ensure execution, and monitor performance versus targets, while tracking market and competitor developments, advising management on implications, and recommending actions to respond to changing market conditions.
• Provide strategic oversight across selected key accounts, maintaining a clear view to guide the investment approach aligned with brand strategy and supported by ROI
• Recommend accounts of focus based on volume, brand awareness, consumer profile, and segmentation, while managing discount levels to deliver brand visibility objectives and balancing key account gross margin
• Maintain full P&L accountability for assigned accounts.
• Identify and pursue market opportunities to increase sales, product profitability, and brand awareness while reducing operational costs, and follow up on new business opportunities, projects, and investments via key account contracts (e.g. listing fees, discounts) to maximise profitability through key account brand P&Ls and ROI.
• Communicate openly across relevant functions, ensuring a consensus approach and buy-in with Marketing, Activation, and Sales Managers to confirm plans are practical and deliverable, and drive clear communication and support Sales Manager with key account plans down to sales representative level, including at national conferences with our third-party sales force.
• Prepare and coordinate annual Norway A&SP plan, forecasting volumes by KA by brand by month, SoM, distribution, and net sales
• Identify key activities by KA to deliver additional sales volume and OCC.
• Manage own marketing budget according to plan and being accountable for Opex budget is aligned as planned.
• Work closely with the Sales Manager Norway and the other internal functions to ensure that all necessary information is available to the KA in a timely minor in line with the objectives for the Account.
• Actively participate in both Swedish and Norwegian sales conferences and work closely with our third party in Norway to maximize and ensure that the team's contribution to the company's goals is achieved.
• Analyse key account and competitor trends to anticipate impact and support the development of brand and company strategy, build a network to proactively gather market intelligence, lead customer contact, and drive negotiations with key customers in Norway.
• Develop cross-functional relationships with key account customers through regular contact and at least quarterly or twice-yearly review meetings and contribute to the continuous improvement of the JTI Category Management process and ways of working.

Requirements

• University or equivalent education preferably within business, sales & marketing and/or economics
• Minimum 5 years of experience in sales, preferably within FMCG. Experience from the tobacco sector (or other rgulated business) and knowledge for the Norwegian market is highly valued
• Fluency in Swedish
• Proficieny in English
• Norwegian will be an asset
• Computer skills and knowledge of Microsoft Office
• Self-drive, ability to create and deliver plans independently with minimum managerial input
• Structured business approach and clear communication
• Critical planning and analytical/numerical skills, high organisational skills
• Excellent knowledge of Key Accounts and preferably the tobacco category                           

What to expect

Expect wellbeing initiatives, flexible work arrangements, growth opportunities, and excellent benefits, including a unique family leave policy. For more details on local policies, speak with the Talent Advisor.  

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps:

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.