Account Manager
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Location: Italy (Remote-friendly, but must be based in Italy with ability to travel 30-40%)
Position Overview The National Account Manager will be responsible for managing and growing our business with key mass-market retailers in Italy. This is a high-impact, high-visibility role that owns the P&L for these accounts and reports directly to the Head of Sales/VP Sales.
Key Responsibilities
- Serve as the primary point of contact for buyers and category managers at Esselunga, Coop, Conad, Carrefour, Lidl, and other assigned national retail accounts
- Develop and execute joint business plans (JBPs) with each retailer to drive category growth and achieve annual revenue, distribution, shelving, and profitability targets
- Present and sell in new items, seasonal programs, promotions, and displays, and negotiate trade terms, promotional calendars, everyday pricing, trade spend, and deductions
- Build and maintain strong, long-term relationships with buyers and cross-functional teams (replenishment, merchandising, e-commerce, supply chain), and own forecasting, demand planning, and inventory management collaboration
- Analyze Nielsen/IRI, GfK, and other market data sources as well as retailer supplier portals to identify opportunities, track performance, and develop fact-based selling stories
- Collaborate with marketing, product development, and operations teams to ensure flawless execution of retail initiatives, attend line/category reviews, vendor summits, and trade shows, and consistently achieve or exceed sales quotas, distribution goals, and profitability metrics
Qualifications & Requirements
- 3+ years of CPG sales experience calling on major Italian mass-market retail chains (current or very recent buyer relationships strongly preferred)
- Direct experience in baby/infant, juvenile, toys, consumables, or adjacent durable categories highly preferred, with a proven track record of growing existing accounts and securing new distribution in competitive categories
- Proficiency with Nielsen/IRI, GfK, and retailer supplier portals; exceptional presentation, negotiation, and analytical skills; a self-starter who thrives in an entrepreneurial environment
- Bachelor's degree required; must be legally authorized to work in Italy; ability to travel 30-40%
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