Our client is a well-established, privately held Romanian company operating in the meat and fish processing sector. Our Client supplies modern retail chains, food service operators, and international wholesale partners, competing on product quality, shelf-life reliability, and compliance with EU food safety standards.

Location: Romania — national coverage

Reports to: Sales Director

Scope: Domestic sales — full portfolio (fish, meat & frozen) across all retail channels

Travel: ~70% travel across Romania

Languages: Conversational English preferred

Role type: Commercial — hybrid KAM / hunter model

 

ROLE CONTEXT & STRATEGIC PURPOSE

 

Our client is a well-established Romanian producer in the meat and fish processing sector, operating across fresh, smoked, preserved, and frozen product categories. The National KAM will take ownership of the company's domestic commercial relationships — managing and deepening key accounts across the full product portfolio while actively developing new distribution partnerships across all retail formats. This is a role for someone with genuine account ownership mentality: disciplined in relationship management, sharp in negotiation, and proactive in identifying growth opportunities within existing partnerships. Beyond account management, there is a meaningful new business component — the company is actively expanding its retail footprint and expects the National KAM to drive distribution gains in underdeveloped regions and channels.

 

KEY RESPONSIBILITIES

 

Own the national key account portfolio across the full product range — fish, meat, and frozen — managing relationships with modern retail chains, cash & carry, and traditional trade partners Conduct structured business reviews with key retail buyers; develop joint business plans covering volume targets, promotional calendars, and range expansion opportunities Negotiate and renew listing agreements, commercial terms, shelf positioning, and promotional plans across all retail formats Identify and pursue new distribution opportunities across underserved regions and channels; manage the full sales cycle from prospecting through to active account Develop and maintain detailed account plans with clear growth targets, visit cadences, and action plans for each key partner Travel nationally (~70% of working time) to manage key account relationships in person and to conduct market and competitor reconnaissance Expand the distribution footprint across the full portfolio in key urban centres and regional markets, with specific volume and listing targets Monitor sell-through data, promotional performance, and competitor activity across categories; feed insights back into commercial planning Collaborate with production and logistics teams to align supply with account commitments and promotional requirements Provide regular account-level sales reporting and pipeline updates to General Management

 

CANDIDATE PROFILE — REQUIREMENTS

 

Proven track record in national key account management within food — FMCG or food manufacturing background strongly preferred Experience across multiple product categories within food; exposure to fish, meat, or frozen is a significant advantage Strong knowledge of the Romanian retail landscape: modern trade, cash & carry, and traditional trade channels Demonstrated ability to build and manage strategic relationships with major Romanian retail buyers, and to negotiate complex commercial terms Willingness and ability to travel approximately 70% of the time — this is an inherent and non-negotiable part of the role Structured account management approach: able to run multiple accounts simultaneously with clear plans and disciplined follow-through Conversational English preferred for participation in cross-functional meetings and occasional international client interaction Experience with CRM tools or structured sales reporting systems is an advantage

 

COMPENSATION PACKAGE

 

Fixed salary: 1,500 – 2,500 EUR net / month Performance bonus: 20–30% based on revenue attainment, new listings, account retention, and distribution targets Company car for professional use