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Carmen Pocania
Business Development Manager & Executive Search Consultant
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National Key Account Manager
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Salary~30.000 - 38.000 Eur GROSS/year + benefitsLocationBucharest, RomaniaIndustryFood ProductionJob DescriptionOur client is a well-established, privately held Romanian company operating in the meat and fish processing sector. Our Client supplies modern retail chains, food service operators, and international wholesale partners, competing on product quality, shelf-life reliability, and compliance with EU food safety standards.Location: Romania — national coverageReports to: Sales DirectorScope: Domestic sales — full portfolio (fish, meat & frozen) across all retail channelsTravel: ~70% travel across RomaniaLanguages: Conversational English preferredRole type: Commercial — hybrid KAM / hunter model
ROLE CONTEXT & STRATEGIC PURPOSE
- Our client is a well-established Romanian producer in the meat and fish processing sector, operating across fresh, smoked, preserved, and frozen product categories. The National KAM will take ownership of the company's domestic commercial relationships — managing and deepening key accounts across the full product portfolio while actively developing new distribution partnerships across all retail formats.
- This is a role for someone with genuine account ownership mentality: disciplined in relationship management, sharp in negotiation, and proactive in identifying growth opportunities within existing partnerships. Beyond account management, there is a meaningful new business component — the company is actively expanding its retail footprint and expects the National KAM to drive distribution gains in underdeveloped regions and channels.
KEY RESPONSIBILITIES
- Own the national key account portfolio across the full product range — fish, meat, and frozen — managing relationships with modern retail chains, cash & carry, and traditional trade partners
- Conduct structured business reviews with key retail buyers; develop joint business plans covering volume targets, promotional calendars, and range expansion opportunities
- Negotiate and renew listing agreements, commercial terms, shelf positioning, and promotional plans across all retail formats
- Identify and pursue new distribution opportunities across underserved regions and channels; manage the full sales cycle from prospecting through to active account
- Develop and maintain detailed account plans with clear growth targets, visit cadences, and action plans for each key partner
- Travel nationally (~70% of working time) to manage key account relationships in person and to conduct market and competitor reconnaissance
- Expand the distribution footprint across the full portfolio in key urban centres and regional markets, with specific volume and listing targets
- Monitor sell-through data, promotional performance, and competitor activity across categories; feed insights back into commercial planning
- Collaborate with production and logistics teams to align supply with account commitments and promotional requirements
- Provide regular account-level sales reporting and pipeline updates to General Management
CANDIDATE PROFILE — REQUIREMENTS
- Proven track record in national key account management within food — FMCG or food manufacturing background strongly preferred
- Experience across multiple product categories within food; exposure to fish, meat, or frozen is a significant advantage
- Strong knowledge of the Romanian retail landscape: modern trade, cash & carry, and traditional trade channels
- Demonstrated ability to build and manage strategic relationships with major Romanian retail buyers, and to negotiate complex commercial terms
- Willingness and ability to travel approximately 70% of the time — this is an inherent and non-negotiable part of the role
- Structured account management approach: able to run multiple accounts simultaneously with clear plans and disciplined follow-through
- Conversational English preferred for participation in cross-functional meetings and occasional international client interaction
- Experience with CRM tools or structured sales reporting systems is an advantage
COMPENSATION PACKAGE
- Fixed salary: 1,500 – 2,500 EUR net / month
- Performance bonus: 20–30% based on revenue attainment, new listings, account retention, and distribution targets
- Company car for professional use
All applications will be treated confidentially.CONFIDENTIALITY: Recruitment conducted on behalf of our client. Company identity remains confidential.GDPR Notice: By applying for this role, candidates implicitly consent to their personal data being processed by Antal, unless otherwise advised in writing.Please note that our career ads may use approximate salary levels as a guide. However, we are happy to consider applications from all candidates who can demonstrate the skills necessary to fulfill the role. We can only respond to the best-fit applicants within an average response time of a maximum of four weeks. The rest of the CVs are stored in our international talent pool for potential future matches. Please note that your personal information will be treated under our Privacy Policy. Thank you! consultant code: CP-177/04/03/2026Check Your Resume for Match
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