Share this Job

Key Account Manager Estonia


37, EE


About Mars, Incorporated

With more than $35 billion in sales, we produce some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, IAMS®, EXTRA®, ORBIT®, 5™, SKITTLES®, UNCLE BEN’S®. Mars is a value-driven organization that deeply believes in our associate’s potential and development. We operate in 80 countries and unite more than 130 000 Associates.

            MARS Baltics team is looking for new colleague to join Estonian Sales team in the position of KEY ACCOUNTS MANAGER.


            Job purpose 


This position is responsible for managing a specific key account or group of assigned key accounts. Key accountabilities will include developing account plans, monitoring the execution of activity plans in stores, visiting stores to strengthen relationships and identifying opportunities. The Key Account Manager is accountable for the achievement of sales value, display, distribution and spending targets.


Key responsibilities


Relationship Management

  • Manage assigned key accounts and agree on joint business plans, applying the Mars Inc collaboration standards. Business plans will detail the overall objectives as regards sales volumes, margin, promotional activity, display, distribution and investment by account
  • Build strong relationships with customers, acting as the key point of contact for each account and providing proactive, responsive customer service
  • Be an ambassador for the reverse-bowtie customer centricity approach
  • Drive category growth through providing expertise to support sales activities, enlisting the Customer Marketing Manager to support the customer directly in the first instance and Category Manager as required for top customers
  • Build and maintain effective relationships with Customer Marketing, Category Management and Brand Management teams to ensure information flow to and from customer
  • Build key relationships with internal stakeholders (e.g. Supply Chain, S&F) to ensure customer service targets are met, including maintaining information flow to Demand Planning


Sales Execution

  • Own the customer P&L
  • Responsible and accountable for all trade expenditure and condition/pricing management for each account
  • Negotiate and sell in annual account plans with customers
  • Meet agreed KPIs across all categories
  • Monitor execution of activity plans through conducting performance reviews with customers
  • Feed customer insights and trends to Customer Marketing and Marketing to ensure an appropriate marketing offer and materials are created for customers
  • Plan, monitor and report on key account performance
  • Implement agreed targets for listing and distribution for each account


Business Development

  • Actively seek and develop new customer opportunities
  • Actively seek and develop opportunities to grow the level of business with each key account e.g. increase levels of SKU distribution within new and existing stores, maximise brand display in stores through promotions, product placement, etc
  • Provide key customer insights to the Pan Baltic National KA Manager to inform BU strategy
  • Recommend, develop and be an ambassador for cross functional team work to foster customer development



  • Bachelor Degree



  • Min 2-3 years+ relevant experience in FMCG Sales or trade marketing environment


Key Competencies & Skills


Functional technical skills:

  • Knowledge of sales best practice
  • Category management
  • Brand management
  • Negotiation skills
  • Financial analytical skills


Leadership competencies:

  • Relationship management skills
  • Customer focus
  • Conflict management
  • Business acumen
  • Strong communication skills
  • Delivery and drive for consistent results
  • Language skills: Fluent in English and Estonian. Russian would be an advantage.



Please, send your application by June 10th.


Although all applications will be considered, an interview is not guaranteed in every case. We cannot guarantee that applications received after the closing date will be considered.

Job Segment: Account Manager, Manager, Business Development, Marketing Manager, Sales, Management, Marketing