MacGregor Black are proudly partnering with a Leading Consumer Brand, on the search for an experienced International Key Account Manager to drive growth across Central and Eastern Europe, with potential to expand into the wider EMEA region over time.
This is a distributor-focused, B2B role responsible for building and managing strategic partnerships, with a particular focus on developing largely untapped markets from the ground up. The successful candidate will be a self-starter who thrives in a fast-paced, change-oriented environment following a recent company acquisition.
Key Responsibilities
- Lead the development of key distributor partnerships across Central and Eastern Europe.
- Build new markets from scratch, including identifying, negotiating with, and onboarding new distribution partners.
- Support long-term expansion into broader EMEA territories as the role evolves.
- Analyse market data, competitive landscape, and distributor performance to shape regional growth strategies.
- Act as primary point of contact for assigned distributors, managing day-to-day relationships and long-term joint business plans.
- Negotiate commercial terms, annual agreements, and promotional plans to deliver profitable growth.
- Monitor performance against targets, implement corrective actions, and drive continuous improvement.
- Collaborate closely with inside sales and operations counterparts in a matrix structure to ensure seamless execution.
- Own revenue and profitability targets for assigned territories.
- Develop and execute annual budgets, forecasts, and account plans.
- Identify and unlock new business opportunities within existing distributors and via new partners.
- Leverage digital tools and channels to support distributor activation, visibility, and sell-out.
- Contribute to the enhancement of internal sales processes and reporting.
- Cross-Functional Collaboration
- Work closely with marketing, operations, finance, and regional leadership to align on strategy and delivery.
- Provide market feedback and insights to inform product, pricing, and channel decisions.
What We're Looking For
- Solid experience in B2B international sales with distributor management responsibility.
- Proven track record of building or significantly scaling markets through distributors, ideally across Europe/EMEA.
- Strong commercial acumen and comfort working with P&L, pricing, margin, and negotiations.
- Experience in fast-paced, changing environments
- Familiarity with digital tools, e-commerce dynamics, and modern B2B sales enablement.
- Industry experience in nursery, consumer goods, or related retail/FMCG sectors is an advantage.
- Entrepreneurial mindset, comfortable working in a matrix structure and with evolving processes.
- Strong relationship builder, able to influence both internally and externally.
- Structured, organised, and able to manage multiple markets and stakeholders simultaneously.
- Fluency in English required; additional Central/Eastern European languages are a strong plus.
For more information, please contact Abbie Ward.
