Overview The KAM - Electrical and B2B Business is responsible for the day-to-day management and strategic development of key relationships within the electrical and B2B channels, including Harvey Norman, The Good Guys, JB HI FI, and Officeworks, while unlocking growth opportunities through B2B partnerships, acting as the primary point of contact to drive sustainable sales growth, expand market share, and create superior brand experiences in specialty retail and business-to-business environments. Responsibilities Serve as the primary contact for Harvey Norman, The Good Guys, JB HI FI, Officeworks, and B2B partners, proactively identifying opportunities for growth and efficiencies while putting the consumer at the heart of every decision; develop and execute strategic joint business plans that align with SodaStream's objectives and the retailers' goals, leveraging data and empathy to anticipate consumer needs and tailor approaches for B2B clients. Achieve and exceed sales targets, KPIs, and profitability goals for assigned accounts by analysing sales data, market trends, competitor activity, and shopper insights to create actionable category strategies; optimize product ranging, placement, promotional campaigns, pack-price architecture, and trade terms to drive category growth, increase market share, and eliminate waste in electrical and B2B formats. Cultivate strong, collaborative relationships with key stakeholders at all levels within Harvey Norman, The Good Guys, JB HI FI, Officeworks, and B2B customers, leading regular business reviews to present performance results, discuss future strategies, and ensure partnerships that foster open dialogue and mutual respect; actively seek feedback and listen curiously to build trust and influence. Collaborate cross-functionally with internal teams including Marketing, Supply Chain, Finance, Trade Marketing, and field sales to ensure seamless execution of account plans, consistent brand messaging, and in-store excellence; think end-to-end, break down silos, and prioritize what is best for PepsiCo. Develop accurate sales forecasts, manage budgets, and monitor financial performance to optimize profitability for SodaStream and retail partners; work efficiently by being digitally enabled, simplifying processes, and scaling best practices, with a focus on mix optimization and promotional effectiveness in electrical and B2B channels. Identify and secure new business opportunities within existing accounts and emerging B2B segments, such as corporate partnerships, bulk orders, or customized solutions, while challenging the status quo and acting with courage to enable transformational change and sustainable growth. Coordinate promotions, product launches, and trade terms negotiations, ensuring compliance with IBP procedures and focusing on what matters most to deliver results quickly and decisively, including tailored strategies for B2B clients to enhance order fulfillment, customization, and long-term contracts. Any other duties as required, always acting with integrity and behaving in a transparent and authentic way. Qualifications A minimum of 5-7 years of experience as a Key Account Manager or similar role in the FMCG sector, with a proven track record of successfully managing national accounts in electrical or B2B channels (e.g., Harvey Norman, The Good Guys, JB HI FI, Officeworks). Strong analytical and problem-solving abilities, with proficiency in sales analysis, forecasting tools, category management software, and insights into channel-specific demand drivers. Exceptional negotiation, communication, and presentation skills to build trust, influence at all levels, and execute tailored account plans. A bachelor's degree in business, marketing, or a related field is highly regarded. A proactive, results-oriented individual who thrives in a fast-paced environment, is highly organized, self-motivated, and demonstrates entrepreneurial thinking with customer-centric approach.
