Senior Key Account Manager

Senior Key Account Manager – Etos | FMCG / Consumer Healthcare

A growing European consumer healthcare business with a strong presence in the Dutch OTC medicines and self-care market. With an established portfolio of household brands and ambitious growth plans, the organisation is looking to strengthen its commercial capabilities and take its retail partnerships to the next level.

This is an opportunity to join an ambitious, agile business where people are empowered to take ownership, challenge the status quo and make a genuine impact. You'll be part of a close-knit commercial team where decisions happen quickly, ideas are welcomed and individual contribution really matters.

The opportunity

We're looking for a commercially driven Senior Key Account Manager to take ownership of one of the organisation's most important retail partnerships: Etos.

This is more than an account management position. We're looking for someone who can shape the customer strategy, influence commercial decisions and drive meaningful growth. You'll have the autonomy to make things happen, the responsibility to deliver results and the opportunity to leave your mark on the wider organisation.

You'll own the relationship end-to-end, from commercial negotiations and annual agreements to category development, promotional investment and profitability. Working closely with senior stakeholders and cross-functional teams, you'll turn opportunities into action and make a measurable difference to business performance.

What you'll be responsible for

• Drive the strategy: Own and deliver the Etos account plan and Joint Business Plan, setting ambitious objectives for revenue, profitability and market growth.
• Lead from the front: Take ownership of annual negotiations and commercial agreements, building compelling business cases and securing the best outcomes.
• Unlock growth: Identify opportunities across promotions, pricing, trade investment, assortment and category development to maximise commercial performance.
• Own the numbers: Take accountability for revenue, margin, forecasting and account profitability, using data and insight to drive better decisions.
• Influence the business: Work across Marketing, Category Management, Revenue Growth Management and Supply Chain to turn customer opportunities into commercial results.
• Build strategic partnerships: Develop relationships across Etos, influencing key stakeholders from category teams through to senior management.

The person we're looking for

• A natural driver: You take initiative, spot opportunities and turn ideas into action. You don't wait to be told what to do.
• Commercially sharp: You understand what drives profitable growth, know your numbers and make decisions based on facts and financial impact.
• A confident negotiator: You can challenge constructively, influence decision-makers and deliver strong commercial outcomes.
• A relationship builder: You create lasting customer partnerships while knowing when to push for better results.
• An ownership mentality: You thrive with autonomy, take accountability for your decisions and want to make a visible impact beyond your own account.
• A team player: You bring energy, pace and a collaborative approach, getting the right people behind your ideas.

What you'll bring

• 4–8 years' experience in Key Account Management or Category Management within FMCG.
• Experience managing major retail accounts, ideally within drugstore, pharmacy or food retail.
• Experience managing Etos or Ahold accounts would be a significant advantage.
• A proven track record in annual negotiations, joint business planning and delivering profitable growth.
• Strong commercial and financial understanding, including P&L, margins, promotional investment and business cases.
• Confident using market data, sell-out insights and Excel to identify opportunities and drive performance.
• HBO or WO educational background (or equivalent working and thinking level).
• Fluent Dutch and good working English.
• An interest in consumer healthcare, wellness and self-care.
• Established, trusted relationships with Etos stakeholders at multiple levels, from category teams through to senior management.
• A clearly defined, actively managed Joint Business Plan, jointly owned and driven to deliver shared commercial objectives.
• Successful annual negotiations and commercial agreements that deliver sustainable, profitable growth for both parties.
• A proven track record of driving category growth, with tangible achievements in new product listings, promotional displays, activations and increased market performance.