Off Trade Key Account Manager

Location:

Spain (preferably Barcelona or Madrid)

Role Overview

We are seeking a strategic and results-driven Off Trade Key Account Manager to lead our retail partnerships and drive commercial growth across Spain's key off-trade channels. This role is perfect for an experienced professional who understands modern retail dynamics, has strong relationship management skills, and wants to make a significant impact within a dynamic and growing organization.

You'll work directly with our Country Manager and collaborate with global marketing and operations teams to maximize Spraga's presence, distribution, and performance across major retail chains, supermarkets, specialty stores, and e-commerce platforms. This is a strategic commercial role with high visibility and direct impact on our Spanish market success.

Key Responsibilities

Strategic Account Management

• Develop and execute comprehensive commercial strategies for key off-trade accounts (major retail chains, supermarkets, convenience stores, specialty retailers, and e-commerce platforms)
• Build and maintain strong partnerships with key decision-makers at C-level and category management level
• Leverage existing relationships to secure meetings and accelerate partnership development
• Negotiate annual trading terms, promotional calendars, and space allocation agreements
• Drive category growth through joint business planning and strategic initiatives

Commercial Excellence & Growth

• Achieve volume, revenue, and distribution targets across assigned accounts
• Develop and implement promotional strategies to maximize ROI and brand visibility
• Analyze sales performance, market data, and consumer insights to identify growth opportunities
• Manage pricing strategies and promotional mechanics in alignment with brand positioning

Brand Activation & Visibility

• Ensure optimal shelf placement, facings, and in-store brand presence
• Coordinate and execute retail marketing campaigns, seasonal activations, and product launches
• Collaborate with marketing teams on point-of-sale materials and retail-specific campaigns
• Support e-commerce initiatives and digital shelf optimization

Market Intelligence & Reporting

• Monitor competitor activity, pricing, and promotional strategies across retail channels
• Work closely with the Iberia Marketing Manager to track and analyze Nielsen data
• Leverage market data and category insights to identify growth opportunities and optimize commercial strategies
• Provide detailed account performance reports and actionable market insights to management
• Track and analyze category trends, consumer behavior, and retail landscape changes
• Support forecast accuracy through regular demand planning collaboration

Cross-Team Collaboration

• Work closely with supply chain and logistics teams to ensure optimal service levels
• Coordinate with marketing on trade marketing investments and brand activations
• Support new product introductions and range optimization initiatives
• Participate in trade shows, industry events, and customer presentations

Experience & Knowledge

• Minimum 5-7 years of progressive commercial experience in FMCG & beverages (Dairy, Soft drinks or cold pressed juice experience is a plus)
• ESSENTIAL: Proven success in managing both key retail accounts (Carrefour, El Corte Inglés, Mercadona, Eroski, etc.) and regional ones (Bon Preu, Sorli, Consum, Ahorramas, Supermercados MAS, Gadisa) with ability to secure meetings from day one.
• At least 3 years in key account management positions specifically related to off-trade sales
• Proven track record of exceeding sales targets and managing complex retail partnerships
• Strong understanding of the Spanish retail landscape, including regional differences and channel dynamics
• Experience with modern retail practices including e-commerce, category management, and shopper marketing
• Strong relationships within organic retail community (Veritas, Herbolario Navarro) greatly valued, with experience in e-commerce & digital retail platforms a plus.
• Fluency in Spanish and English

Skills & Competencies

• Outstanding negotiation abilities with excellent interpersonal and communication skills
• Commercial mindset with comfort operating in fast-paced, results-driven environments
• Strategic thinking with ability to translate market data into actionable commercial plans
• Exceptional relationship building skills with the ability to influence at senior retail levels
• Strong analytical skills with experience in sales data analysis and retail metrics
• Passion for brand building and driving category innovation within retail
• Ability to work autonomously while collaborating effectively with cross-functional teams

Education

• Bachelor's degree in Business, Marketing, or related field required
• Professional qualifications in key account management or retail beneficial

Location & Travel

• Position based in Barcelona or Madrid (Barcelona ideally, with flexibility)
• Regular travel throughout Spain to visit key accounts (approx. 30% of time)
• Occasional international travel for global meetings and events