Senior Regional Account Manager (Retail)
Regional Account Manager - (Retail & Distribution) (M/W/D)
Location: Hamburg, Germany
Function: Commercial / Sales
Reports to: Commercial Director
Industry: FMCG - Food Category
About the Role
We are seeking a dynamic and commercially minded Regional Account Manager to lead and grow our presence across the German market. This role focuses on building strong partnerships with distribution partners, wholesalers, and major supermarket retailers, ensuring sustainable growth, operational excellence, and brand visibility.
You will own the end-to-end commercial relationships for your region optimizing distribution, driving availability, and ensuring flawless execution in-store. This is an ideal role for someone who loves combining strategic account management with hands-on retail activation.
Key Responsibilities
- Distributor & Wholesale Management
- Lead relationships with regional and national distributors to ensure market coverage, stock availability, and alignment on commercial priorities.
- Manage annual JBPs pricing agreements, and promotional calendars.
- Monitor distributor performance including forecasting, order cycles, and sell-through rates.
- Provide training, sales tools, and support to distributor sales teams to enhance product knowledge and visibility.
- Supermarket Retail Accounts
- Manage and grow relationships with German supermarket groups (regional chains, buying groups, and key independents).
- Negotiate listings, shelf space, promotions, and visibility investments.
- Ensure execution of promotional plans, merchandising standards, and planogram compliance.
- Conduct regular store visits to identify opportunities, gather insights, and improve brand presence.
- Market Development
- Identify new regional distributors, wholesalers, and retail banners to expand coverage.
- Analyse market trends, competitor activity, and category insights to drive strategic decision-making.
- Localise commercial strategies to fit German retail dynamics and shopper behaviour.
- Commercial Ownership
- Deliver revenue, volume, and margin targets for the region.
- Manage budget for trade spend, marketing activations, and customer investments.
- Forecasting, reporting, and business reviews on a monthly and quarterly basis.
- Cross‑Functional Collaboration
- Partner closely with Supply Chain to ensure product availability and demand planning accuracy.
- Work with Marketing to roll out campaigns, in‑store activations, and tailored trade marketing assets.
- Provide local insights to support NPD launches, pricing strategy, and expansion planning.
Qualifications & Experience
- 4+ years' experience in FMCG sales, account management, or distributor management-preferably within food, beverage, or chilled categories.
- Strong knowledge of the German retail landscape, regional distribution networks, and supermarket buying structures.
- Proven track record delivering results through distributors and retail customers.
- Excellent negotiation, commercial acumen, and relationship‑building skills.
- Fluent in German and English.
- Willingness to travel across Germany (30-50%).
Key Competencies
- Commercial & analytical mindset
- Strong communication and interpersonal skills
- Self-driven, organized, and proactive
- Ability to manage complex stakeholders
- Problem‑solver with a growth mindset
For further information contact OR APPLY NOW!
FAQs
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