KEY ACCOUNT MANAGER IT (H/F)

Mareblu is a well-established Italian brand specializing in canned fish and seafood products, particularly tuna.

Known for its commitment to quality, sustainability, and taste, Mareblu has built a strong reputation across Europe.

The brand offers a wide range of products sourced responsibly from certified fisheries, with a focus on preserving marine ecosystems.

As part of the Bolton Group, Mareblu combines innovation, tradition, and ethical practices to deliver healthy and convenient food options to consumers worldwide.

Mission :

· Key-account level strategy: Define and drive execution of Italy Ambient OEM level key account strategy for Canned and RTE in line with overall Ambient OEM and Europe region strategy· P&L Ownership: Own E2E P&L for Ambient OEM business in Italy Ambient OEM and be accountable for market topline and bottomline perrformance· Commercial excellence: Enhance commercial excellence across Italy Ambient OEM ; ensure consistent deployment across key accounts, demonstrate track-record in new account penetrations, cross-category sales and share of wallet growth for priority accounts, create enduring client relationships, and actively share / search / adopt best practices from other regions· Operational collaboration: Working through Europe Demand Planner, supportseamless coordination withGlobal Ambient Manufacturing & Supply Chain teams through S&OP process· People: Motivate, lead and challenge team members to reach / exceed BU and individual targets and objectives. Improve and sustain employee engagement scores for Italy Ambient OEM to be within the top quartile. Build longer term view/plan around people; prepare succession plans at different levels. Set a positive working culture within Italy Ambient OEM and with teams across Thai Union

· Set strategic direction

• o Define and drive execution of sales strategy across Italy Ambient OEM , incl. account prioritization and supporting KAMs on relationship management and key negotiations
• o Provide inputs to Europe Commercial Lead to set customer-level sales KPIs across respective country / cluster, monitor performance and proactively intervene to close gaps vs. targets
• o Review and make recommendations to Europe Commercial Lead on proposed initiatives, projects, and investments from KAMs, ensuring alignment with overall Europe commercial strategy

· Lead E2E P&L growth

• o Driveand be accountable for topline and bottomline performance for key accounts in scope
• o Be accountable for E2E profitabilityfor key accounts within agreed COGS baseline
• o Set yearly financial targets and work with demand planning on forecast of annual volumes for each account
• o Identify any financial risk that may impact achieving P&L targets, and work directly with Europe Commercial Lead to mitigate any issue

· Commercial excellence

• o Drive customer account pipeline growth and new account penetration
• o Strengthen customer relationships with existing accounts, including directly managing high-priority account relationships
• o Develop and drive implementation of initiatives to grow share of wallet, including driving cross-category sales
• o Drive improvements in service levels and customer satisfaction
• o Collaborate with Europe Commercial Lead to build relationships and drive negotiations with BU key strategic accounts for Italy Ambient OEM (e.g., Top 10 BU accounts)
• o Build and maintain awareness of competitor development, prices of contracts closed in market(s) as well as developments on sustainability

· Operational Collaboration

• o Ensure that demand planning team has necessary inputs (e.g. sales forecasts) to seamlessly coordinate with Ambient Manufacturing & Supply Chain through S&OP process; share feedback on production service levels
• o Collaborate with Europe demand planning team to enrich demand planning baseline and provide insights on new / discontinued accounts

· Commercial Collaboration

• o Collaborate with other KAMs to share market insights and adapt best practices
• o Work with relevant commercial teams on joint go-to-market strategy for shared customers across different countries / clusters
• o Work hand-in-hand with sales support team to ensure orders are being fulfilled / customers are receiving after-sales support
• o Align with Seafood Branded Key Account Leads on approach to shared customers (i.e., customers where we sell both branded and OEM products to)

· Innovation Collaboration

• o Drive coordination with the Ambient OEM R&D teams to ensure seamless process for both customer development projects and new product development projects, including supporting right prioritization of projects and productivity improvements
• o Provide input on Italy Ambient OEM innovation pipeline for new product development projects with the Ambient OEM R&D Lead and NPD Lead to ensure pipeline is well positioned to meet customer needs
• o Share ongoing market insights and feedback from customers to Ambient OEM R&D team for New Product Development
• o Track status of all running projects and provide support for mitigation with project managers

• · People and leadership o Motivate, lead, and challenge team members to reach/ exceed business unit targets and objectives
• o Build a new cohesive and collaborative Italy Ambient OEM team comprising members based in different countries; drive a positive sharing culture across Italy Ambient OEM team and with other teams across Thai Union
• o Create a positive working culture to attract, develop and retain talent as well as drive employee satisfaction within the scope, in collaboration with HR
• o Coach teams on daily activities to fully leverage talent of the team; proactively identify high-potential talents in the team

Profil :

• · Strong knowledge of Italian market in similar category or commodised business
• · Strong proficiency in B2B OEM sales, regional sales, business strategy, and P&L ownership with the ability to identify and analyze complex problems and develop effective solutions and develop long-term strategic plans
• · Demonstrates strong relationship management skills, able to develop long-term customer relationships
• · Excellent communication skills to effectively convey commercial and technical information to team members, internal, and external stakeholders
• · Strong interpersonal skills to foster a culture of collaboration and effectively drive cross-functional collaboration