Regional Key Account Manager

Job Title: Regional Key Account Manager LECLERC (Regional Negotiation) and Convenient Customer

Work Location / Type: Paris / Hybrid (3 days per week at the office)

About the company:

LIPTON Teas and Infusions is the world’s largest tea business, with world-class, purpose-driven brands such as Lipton, Pukka, Tazo, Lyons, T2 and PG Tips. We are truly united in one purpose: growing a world of wellbeing and creating value for all and the planet.🌍

If you’re a diverse thinker who takes personal ownership to connect ideas and make impactful things happen, someone who shares our values around humanity and courage and someone who enjoys a good cuppa tea (on the house!), then we could be a good match!

Reporting to the National Key Account Manager LECLERC, the Regional Key Account Manager will be responsible for driving sales, increasing market share, and enhancing profitability within their assigned region. Acting as the key link between head office and field sales teams, you will manage commercial relationships with regional supermarket chains and ensure the successful execution of national strategies at a local level. This role requires a strategic mindset, strong negotiation skills, and a collaborative approach to champion our brand in supermarkets across your region, making you a vital contributor to our continued growth.

Key Responsibilities:

Business Development:

·       Manage and grow the business with regional customer of Leclerc (SCA) and a portfolio of convenience clients, in line with defined objectives with the National Account Manager

·       Identify growth opportunities and drive sales and market share expansion within the customers.

·       Develop and monitor tailored business plans for customers

Negotiation and Customer Engagement:

·       Ensure national agreements are implemented regionally, adapting to local market conditions where necessary.

·       Lead negotiations including commercial terms, listing agreements, and promotional activities.

·       Manage potential penalties in close collaboration with the customer service team.

·       Represent the company at trade shows and customer events, actively engaging with key decision-makers.

·       Build strong, trust-based relationships with customers, positioning the company as a partner rather than just a supplier.

·       Deliver a clear category vision based on the company’s strategic framework, ensuring customers understand and align with key growth drivers.

Performance Management and Point-of-Sale Execution :

·       Oversee the execution of negotiated agreements (distribution, visibility, promotions, merchandising) in coordination with sales forces managers, to drive collective performance management.

·       Analyse sales data (distributor panels, CRM, field feedback) to identify growth levers and inform strategic decisions.

Competitive Intelligence:

·       Monitor market trends, competitor activity, and emerging shelf innovations.

·       Share valuable field insights with head office teams to support proactive innovation and planning.

Customer Payments and Cash Management:

·       Ensure diligent tracking of customer payments, including due dates, disputes, and credit notes.

·       Work closely with the credit and accounts receivable teams to secure timely collections and minimize overdue payments.

Start-Up Mindset and Team Collaboration:

·       Collaborate directly with marketing, supply chain, sales, and finance teams in an agile, cross-functional environment.

·       Provide accurate customer inputs (listings, delistings, promotions, etc.) to support forecasting within the S&OP process.

·       Actively contribute to the continuous improvement of processes, tools, and ways of working.

Qualifications & Experience:

·       Degree from a business school or equivalent.

·       5 years of experience in traditional retail, ideally within the FMCG sector.

·       Proven track record in negotiation, category management, or field sales.

Leadership Capabilities

·       Strong customer focus and solid understanding of the retail sector.

·       Results-driven with a clear focus on performance.

·       Sound decision-making skills with the ability to balance stakeholder needs.

·       Proactive and action-oriented, with a creative and solution-focused mindset.

·       Adaptable and comfortable managing ambiguity.

·       Skilled at building collaborative relationships internally and externally.

·       Effective communicator with the ability to influence and inspire others.

Functional Skills

·       Excellent negotiation skills.

·       Proficient in using market data tools (e.g. IRI, Nielsen).

·       Strong analytical skills and confidence with reporting tools (Excel, CRM, PowerPoint).

Personal Qualities

·       Autonomous, rigorous, and results oriented.

·       Strong interpersonal and leadership abilities.

·       Open to a cross-functional collaboration with all the teams.

·       Persuasive with the ability to build long-term customer relationships.

Other Requirements

·       Full Driver’s License

·       Willingness to travel regularly.

What to expect from us:

We know that the whole recruitment process can be stressful, so we promise to make it as straightforward as possible. Our process is usually 2-3 stages (depending on the seniority of the role) and we are aiming to review every CV within 2 weeks.

We are also an equal opportunity employer – we promote diversity and inclusion in our workplace and welcome applications from people of all backgrounds regardless of gender, race, sexual orientation, national origin, disability, religion, and age.