Job Description

Position Summary:

The International Accounts Business Development Manager will drive sales across 17 Eastern European countries, focusing on International Key Accounts. The role will connect Kraft Heinz, international buyers, and local distributors to ensure annual agreements are executed consistently across markets. This position reports to the Head of Sales Eastern Europe and is based in Amsterdam.

Key responsibilities:

• Lead annual negotiation preparation with TMK and Country BDMs, consolidating category, assortment, innovation, promotion, and market priorities.
• Being the KH spokesperson at the negotiation table with our international customers on country assortments, listing priorities, and PTR, translating outcomes into central agreements and local execution plans.
• Coordinate central and country-led innovation launches, aligning country requirements, assortments, and customer contracts with support from TMK trade decks. Lead post-launch reviews with TMK and Marketing and agree follow-up actions with international buyers and Country BDMs.
• Align country promotion plans and calendars with international buyers, central agreements, and the discount-channel strategy. Develop locally tailored offers, including IN & OUT campaigns and market-specific listings.
• Understand country-level cost to serve and distributor compensation.
• Provide channel insights to help Country BDMs develop Joint Business Plans aligned with the annual plan and channel strategy.
• Consolidate country IMS forecasts, identify gaps against central agreements and planned promotions, and coordinate corrective actions with Country BDMs.
• Own the total Eastern Europe discounter performance view, drawing on TMK-led country category reviews and internal data to track sales, distribution, promotional execution, and agreed category-review actions. Provide regional leadership with insights and recommendations to improve channel performance.
• Review performance with international buyers, Country BDMs, distributors, TMK, and Marketing to resolve execution gaps, improve promotional effectiveness, and unlock incremental opportunities.
• Lead cross-country projects on shelf-ready packaging for hard discounters, channel-specific assortments, and economies of scale in displays, mixed trays, and promotions, coordinating with Consumer Insights, RGM, Marketing, S&OP, and Production.
• Act as the internal bridge between Eastern Europe and the EPDM team to ensure country plans and execution follow the regional strategy.
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• 5+ years of commercial negotiation experience, with strong negotiation skills.
• Strong organizational and project management skills.
• Clear interest in the European retail landscape and its recent dynamics.
• Strong communication and relationship-building skills across internal BU and HQ stakeholders.
• Solid knowledge of commercial metrics, including retailer trade margins and commercial P&L.
• Excellent analytical and reporting capabilities.
• Ability to work effectively in a fast-paced environment and adapt quickly to changing circumstances, information, and priorities.

Location(s)

Amsterdam

 

Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.