Export Key Account Manager

Abafoods is part of Ecotone

Ecotone is a purpose-driven food company offering organic and plant-based products, with a mission to protect biodiversity.

The role

We are looking for a commercially driven Export Key Account Manager to accelerate Ecotone’s growth in international markets. You will own revenue growth across your markets, open new business with retailers and distributors, and lead senior-level negotiations with key partners.

This is a hands-on sales and business development role. You will combine a sharp understanding of value-chain economics and pricing with market and competitive insight, and work closely with Marketing to shape the right offer and commercial strategy for each market.

Key responsibilities

Sales and growth

• Own and deliver sales targets across your international markets, with a clear plan to accelerate volume, value and distribution.
• Build and execute annual account and market plans, tracking KPIs and taking corrective action quickly when performance falls behind.
• Lead high-level negotiations with retailers and distributors, including annual agreements, listings, promotions and trade terms.

Business development

• Identify, qualify and win new distributors, retail partners and channels in existing and new markets.
• Assess market-entry opportunities and build the business case for each, from route-to-market to expected return.
• Build long-term, senior-level relationships with key partners and industry stakeholders.

Financials and pricing

• Map the full value chain in each market, from ex-works price through distributor and retailer margins to shelf price.
• Build price maps and positioning against competitors, and recommend pricing that protects both competitiveness and profitability.
• Manage account and market P&L, including trade spend, margins and promotional investment.

Competitive insight and commercial strategy

• Map the competitive landscape in each market: key players, assortment, pricing, promotions and positioning.
• Partner with Marketing to define the best offer for each market: range, pack formats, pricing and activation.
• Feed market insight into product launches and the wider international commercial strategy.

Representation and compliance

• Represent Ecotone at trade shows, industry events and partner meetings.
• Ensure all sales operations comply with international trade regulations and local laws.

What you bring

Must have

• At least 5 years of experience in international sales, export or business development, ideally in FMCG or food.
• A proven track record of growing sales and opening new markets, distributors or retail accounts.
• Strong financial acumen: value-chain economics, margin structures, price mapping and P&L management.
• Experience building competitive maps and turning them into pricing, range and commercial recommendations.
• Confidence leading senior-level negotiations with retailers and distributors.
• Experience working with Marketing to define offers and go-to-market plans.
• Good knowledge of international trade regulations and cultural differences across markets.
• Bachelor’s degree in Business, Economics or a related field.
• Fluent English; additional European languages are a plus.
• Ability to work independently, prioritise across several markets and travel 30-50% of the time.

Nice to have

• Experience in the organic or plant-based food sector.

What we offer

• Gross annual salary of €60,000-70,000, depending on experience.
• Variable bonus scheme linked to performance.
• Company car.
• Flexible working arrangements.
• Real ownership of growth in international markets, with career development opportunities.

Location: Italy (candidates based in other European countries will be considered)

Contract: Full-time Travel: 30-50% Team: International Sales