International Accounts Business Development Manager
Key Skills
Job Description
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.
Core Responsibilities
The International Accounts Business Development Manager will drive sales across 17 Eastern European countries by managing international key accounts and coordinating with local distributors. The role involves leading annual negotiations, aligning innovation launches, and developing channel-specific strategies to ensure consistent execution across markets.
Requirements
Candidates must have 5+ years of commercial negotiation experience and strong project management capabilities. A solid understanding of commercial metrics, retailer trade margins, and the European retail landscape is required.
About The Kraft Heinz Company
Industry: Food and Beverage Services
Company size: 10,001+ employees
The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. While Kraft Heinz is co-headquartered in Chicago and Pittsburgh, our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands. We spark joy around mealtime with our iconic brands, including Kraft, Oscar Mayer, Heinz, Philadelphia, Lunchables, Velveeta, Maxwell House, Capri Sun, Ore-Ida, Kool-Aid, Jell-O, Primal Kitchen, and Classico, among others. No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 37,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious! Note: Kraft Heinz will never request payment from candidates during the recruitment process and all legitimate vacancies are published through our official careers channels.