Key Account Manager

• Develop top German KA retailers including MediaMarkt / Saturn (MediaMarktSaturn Retail Group), OTTO, Kaufland, expert Group, Conrad, Medimax and ALDI / LIDL, as well as buying groups (Einkaufskontore) such as BÖRLJUNG and EP:. Establish stable partnerships with Einkäufer (buyers) and Category Managers to achieve brand shelf entry from zero to one.
• Build and manage the German distributor network: recruit, contract and govern local distributors; define distributor policies (pricing, rebates, payment terms, MDF allocation); coordinate distributors' coverage of KA stores and regional chains; establish distributor KPIs (Sell In, Sell Out, inventory turns, payment collection) and regularly review performance.
• Operate existing KA accounts to drive sustainable revenue growth: formulate annual JBP, SKU assortment and listing strategy, promotion plans aligned with German retail calendars, and conduct quarterly category reviews; manage sell-through, inventory turnover and demand forecasting.
• Build the complete DACH retail channel system: brand positioning for the German market, retail readiness (CE, WEEE, VerpackG, EU energy label compliance), localized German packaging, unified channel pricing and UVP (recommended retail price) management in full compliance with German antitrust law (GWB).
• Manage full-cycle Sell In & Sell Out indicators across KA accounts and distributors, leveraging GfK and INTERTICS / BZ.Network data to monitor retail velocity, sell-through rate, OOS rate and return rate — avoiding delisting and maintaining stable shelf presence.
• Collaborate with the marketing team to execute in-store displays, endcaps, retail media (MediaMarktSaturn and OTTO on-site ads), trade shows (IFA Berlin, EuroCIS) and localized campaigns to boost terminal conversion.
• Track German consumer electronics category trends, competitor channel strategies and retail pricing (including price comparison platforms such as idealo and Geizhals), and deliver regular market analysis reports.
• Coordinate cross-functional teams including Product, Supply Chain (EU warehouse layout), Marketing, Finance and After-sales to launch new products, prepare peak-season inventory and deliver all key DACH projects.

Job Requirements

• Minimum 5 years of hands-on B2B retail sales experience in the German / DACH market, with a solid self-owned brand background;
• Proven successful experience with at least two top German KA chains or buying groups, fully familiar with account development, negotiation, listing and daily operation;
• Solid hands-on experience in distributor recruitment, management and performance evaluation within the German distribution system;
• Experience in consumer electronics, small home appliances or kitchen appliances; personal care / cleaning / environment appliance categories are a plus;
• German proficiency at business negotiation level; fluent English.

Core Competencies

• Strong hunting capability: proficient in German KA prospecting, buying group (Einkaufskontore) mechanics, distributor development and trade show lead generation, with proven zero-to-one brand listing experience;
• Dual-track channel management: able to run "direct KA + distributor" models in parallel, balancing stakeholder interests and preventing channel conflict;
• Excellent farming capability: skilled in JBP, category review and promotion planning to deliver continuous annual growth and prevent delisting;
• Deep understanding of German retail operations (Warenwirtschaft), able to analyze margin, inventory turns and return rates, and solve poor-sales problems independently;
• Professional retail marketing capability: familiar with German in-store activities, displays and retail media.

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