Key Account Manager Foodservice

As Key Account Manager Foodservice for the BeLux region, your role is crucial in shaping the long-term success of Pastridor’s strategic key accounts and prospects.

You will be responsible for managing, developing, and executing sales activities to establish partnerships and achieve sales targets across our entire product range. Your focus will involve a mix of hunting (60%) for new opportunities and farming (40%) for nurturing existing relationships.

Primary areas of responsibility

  • Strategic Planning : Develop, communicate, and execute medium and long-term (3-year) strategies, as well as short-term (1-year) business plans for designated national accounts & prospects. A primary focus on French-speaking wholesalers and large operators in the total Foodservice KA area.
  • Relationship Building : Establish and maintain strong business relationships with your customer’s key decision makers and facilitate interaction with your relevant colleagues to develop multilevel contacts. You ensure regular and effective communication to identify and capitalize on all relevant business development opportunities. You anticipate potential issues, identify obstacles, and engage internal resources as needed to maintain and maximize account penetration and revenue potential.
  • Preferred Partner Status : Strive to make Lantmännen Unibake the preferred strategic partner for your key accounts. You embrace a dynamic and customer-centric approach to create value for all parties involved.
  • New Product Development : Collaborate closely with all accounts to identify new product development opportunities. Work with NPD colleagues to develop new product lines, including exclusive offerings for specific accounts, ensuring customer needs are met while achieving profit and sales targets.
  • Negotiation: Skillfully negotiate prices, rebates, over-riders, promotions, listings, and payment terms to secure favorable deals.
  • Pricing, Margin Management & Promotion : Develop, implement, and evaluate cost-effective pricing, promotional plans, and marketing activities at the account level. You manage the product mix effectively to maximize margin whilst delivering value to our clients. You collaborate internally to maximize profitable sales growth.
  • Market Analysis : Continually and proactively monitor and analyze the out-of-home (OOH) market, including market trends and need states. Stay informed about competitor activity and share knowledge internally, participating in the development of appropriate response strategies.
  • Demand Planning : Maintain ongoing communication with demand planners to meet customer service level KPIs. Provide advanced notice of significant events, such as product listings or delistings, promotions, etc., to enable efficient forecasting and planning.
  • Reporting and Analysis: Lead the preparation and review of monthly sales reports. Participate in Go-to-Market meetings, closely follow up and update the sales pipeline, and analyze marketplace trends, individual account trends, and competitive activity.

Are you a seasoned commercial profile in the Out of Home market?

  • After obtaining a higher education degree, you have a proven track record of sales of complex products to key accounts in Foodservice;
  • Excellent knowledge of OOH-sectors (customers, competitors, …) and trends;
  • Excellent communication skills: French native speaker with excellent knowledge of Dutch (both oral and written) and a good level of English;
  • Strong presentation and negotiation skills;
  • Excellent knowledge of how to set up and execute activities for new business development in order to enlarge the number of accounts, account management, planning and account development;
  • Excellent knowledge of the account organization and business strategies;
  • Profound knowledge of tender management, contractual terms and conditions;

Ideally you tick the following competences as your strengths

  • You are at the helm of your commercial plan. An analytical mindset is a must to gather sales insights into your client/product/segment performances. You perform analyses through a/o PowerBI on actuals vs forecast/budget, margin & revenues,...) in order to deploy corrective measures if needed;
  • Conceptual thinking to develop a strategy that matches market opportunities with our business strengths and that provides direction to achieve our objectives.
  • You display a dynamic and customer-centric approach in all aspects by creating value for both parties.
  • As a skilled and confident relationship builder you are able to identify opportunities and start partnerships that last on the long term;
  • Your excellent communication and persuasion skills enable you to influence effectively the different decision makers at your clients and engage your internal stakeholders (i.e. colleagues from NPD, Marketing, Quality,…).
  • Following your result orientation, drive and hands-on approach you take initiatives that challenge the status-quo and you show accountability in achieving results.
  • You meet our Unibake values “openness, holistic view & drive”.

Let’s create new business together & become part of a young, ambitious & passioned team!

  • You are able to put your entrepreneurial spirit into practice by lifting the foodservice business to a higher level and as such create direct impact on our business results. We encourage initiative and ownership to create new business for Pastridor/Lantmännen Unibake.
  • Being part of an international organization that is in full expansion where you get the opportunity to grow personally and evolve professionally. Lantmännen Unibake offers future career development to senior roles on both a local or international level.

What's next?

We will interview ongoing so please don’t hesitate to send your application by submitting your resume. Your candidature will be treated with the highest level of confidentiality.

If you have any questions about the position or recruitment process, please be welcome to contact Dirk Nyberg, Talent Acquisition Specialist.