Key Account Manager – Institutional

Responsibilities

• Perform key account management: manage and oversee a portfolio of corporate accounts, ensuring contracts are executed correctly and client satisfaction is maintained.
• Identify and activate growth opportunities (cross‑sell, up‑sell, roll‑out to new sites, innovations).
• Build strong relationships with key decision‑makers and lead strategic discussions (business reviews, steering committees).
• Negotiate contract renewals, commercial terms and pricing.
• Monitor the commercial performance of your portfolio (revenue, margin, pipeline, action plans).
• Coordinate internal teams (sales, distribution, marketing, finance…) to ensure smooth and efficient execution.
• Contribute to continuous improvement by sharing best practices and market insights.

Requirements

• Minimum 8–10 years’ experience in a B2B environment, with exposure to key account management or business development.
• Experience with complex sales and managing strategic accounts, ideally in technical or solutions‑focused environments.
• Demonstrated ability to grow revenue within an existing portfolio.
• Comfortable engaging with senior stakeholders and leading strategic discussions.
• Strong commercial acumen, particularly regarding profitability, negotiation and pricing.
• Ability to work autonomously while collaborating effectively in a matrix organization.
• Fluent English required.