POSITION SNAPSHOT
Location: Sofia, Bulgaria
Business Unit: Nestlé Professional
Type of contract: Permanent
Reports to: Sales Manager NP BG

POSITION SUMMARY 

As a Key Account Manager, you will be fully accountable for managing and developing strategic direct clients in the Vending and HoReCa channels. The role focuses on contract negotiation and implementation, commercial performance, operational excellence, and financial discipline, ensuring sustainable growth in line with Nestlé Professional policies.

DAY IN THE LIFE OF A KEY ACCOUNT MANAGER

Contract Negotiation & Key Account Ownership
•    Lead the negotiation, implementation, and management of contracts with Nestlé Professional direct clients
•    Fully manage, supervise, and develop the assigned Key Account portfolio, acting as a trusted business partner
•    Negotiate annual commercial terms and ensure alignment with Nestlé Professional commercial policy
•    Manage and coordinate the relationship with strategic direct clients 

Commercial Performance & Objective Delivery
•    Achieve monthly, quarterly, and annual objectives for Key Account clients
•    Ensure the successful implementation of all agreed client agreements in Vending and HoReCa
•    Take full accountability for achieving objectives in the interest of Nestlé

Operational Execution & Compliance
•    Monitor the implementation and compliance of contracts and the Operating Code by operators at Key Accounts
•    Forecast the number and type of vending machines required for contract implementation
•    Monitor and execute the promotional plans agreed with clients, ensuring excellence in execution

Forecasting, Stock & Order Management
•    Perform forecasting, stock management, and corrections for cash & carry clients
•    Monitor orders, stock flows, and availability for direct clients (Vending & HoReCa)

Financial Responsibility & Receivables
•    Monitor outstanding balances and ensure collection of all receivables in line with contractual terms
•    Take shared accountability for credit control and financial discipline within the Key Account portfolio

Sales & After Sales Excellence
•    Collaborate closely with Area Coordinators, Regional Sales Manager, and Marketing to ensure effective strategy execution
•    Maintain strong, long term relationships with Key Account clients
•    Demonstrate deep knowledge of the client portfolio, decision makers, and organizational structures, through regular meetings
•    Identify and develop new opportunities, including alternative sales channels

WHAT WILL MAKE YOU SUCCESSFUL? 

•    Proven experience in Key Account Management, B2B sales, or field sales
•    Experience in Vending, HoReCa, Foodservice, or FMCG is a strong advantage
•    Strong negotiation, influencing, and relationship building skills
•    Solid understanding of commercial terms, contracts, and financial controls
•    Analytical mindset with the ability to forecast, plan, and manage performance
•    University degree (Business, Economics, Marketing or similar preferred)
•    Good command of English is mandatory
•    Proficiency in MS Office (Excel, PowerPoint)
•    Result oriented and commercially driven
•    Strong communication and stakeholder management skills
•    High level of autonomy, organization, and accountability

WHAT WE OFFER:

•    A strategic commercial role in a leading global company
•    Opportunity to influence growth across Vending, HoReCa, and alternative channels
•    A culture that fosters inclusion, diversity and innovation 
•    International work environment  
•    Work from Home - Hybrid and flexible approach 
•    Attractive package, including food vouchers, sports cards, additional days paid leave 
•    Parental policy 
•    Medical subscription for our employees and their spouse and children, including annual medical check-up for employees 

 
 WHAT ARE YOU WAITING FOR? 

If you are interested in this career opportunity and what to join our team, please submit your application. We review all applications on an ongoing basis, so please do not delay your submission. By sending us your CV you also give us the right to collect and process your personal data, as part of our candidate registration process. 

Please apply with a CV in English. 

At Nestlé, we want to help shape a better and healthier world, inspire people to live healthier lives and deliver impact at a scale and pace that makes a difference. We do this by fostering a diverse, friendly, supportive, and collaborative environment, that creates positive disruption, embraces innovation, and empowers people and teams to win. We aim to hire friendly, respectful, inspiring people who care about the people’s lives that we touch every single day. 
 
Be a force for good. Join Nestlé and visit us on www.nestle.com.