Key Account Manager - Kazakhstan

Join the Magic

At Puratos, we create innovative food solutions for the health and well-being of people everywhere. As the global leader in bakery, patisserie and chocolate ingredients, we help our customers to be successful with their businesses, by turning technologies and experiences from food cultures around the world into new opportunities.

We have more than 10.000 employees in over 70 countries and a consolidated turnover of 2.7 billion euros in 2022. Our passion for innovation, a pioneering spirit and the unique Puratos culture drive our solid growth and vision for the future. This, along with our commitment to our local communities, is what makes working at Puratos so magical.

Position Overview

We are starting our business in Kazakhstan and we are looking for a:

Key Account Manager - Kazakhstan

(Almaty, Kazakhstan)

Key Account manager will be responsible for the definition and implementation of the strategy for the Industry, Foodservice & Retail channels. He/she will manage all sales & business development activities related to these channels in order to develop sales and reach the profitability objectives.

Key Accountabilities

Market Intelligence for Large Account channels

• Be up to date with the latest developments– in general.
• Develop solid understanding of the current situation and trends for the Bakery-Patisserie & Chocolate sector - in particular for the Key Accounts and Key Development Accounts

Strategic Planning: Develop and implement the channel strategy

• Formalize for the long term in a Long Range Plan and for the short term in the yearly Sales Plan in order to achieve the channel objectives in direct and triangular sales.
• Develop with the Channel & Key Account Managers a yearly Key Account Plan for the selected Key Accounts and Key Development accounts 
• Assist the GM in the development of the yearly Budget and LRP

Business management:

• Manage certain appointed Key (Development) Accounts
• Monitor channel and account sales and profitability results versus budget and make sure corrective actions are defined and implemented in case of deviations versus objectives
• Responsible and accountable for managing and controlling all account related budgets/rebates/conditions etc that have an impact on customer profitability
• Responsible to set up and manage product pricing to customers, including the approval for prices and price adaptations – together with the concerned departments eg Finance, Marketing, R&D, Pricing, GM.
• Organize with Marketing, R&D, Operations etc  the necessary coordination  meetings in order to assure an aligned execution of the planned commercial activities for the retail channel
• Collaborate and communicate daily with Puratos Distributor in Kazakhstan on Large Accounts development

Customer Relationship Management:

• Build multi-level relationships with key persons in KA & KDA retail organizations ; General Management, Category Director, Buyer, Merchandising department , Store operations.
• Assure regular contact to develop current and new business.
• Set up yearly business reviews with the Key Accounts and Key development Accounts

Tools & Techniques:

• use the necessary tools and techniques in order to work and sell efficiently and professionally.
• Examples - Sales Process, SANCOC, SAP-CRM, Channel and Account Profitability measurement, Category Management

Key Internal Relationships

• Management team members Puratos Russia; R&D, sales & marketing team Puratos Russia, all team of Puratos Kazakhstan,
• Group Channel team,
• Business Units

Key External Relationships

• Owners & key decision takers inside the National Large Accounts, Team of Distributor of Puratos in Kazakhstan

Required Competencies

• Bachelor’s degree
• Fluent in Russian and English
• Proven track record in Sales and Key Account Management (preferably in the Food industry )
• Experience in new sales techniques like Category Management
• Field sales, Trade marketing or consumer marketing experience is a plus
• Ideally a good experience with CRM
• Willingness to travel by business needs – Kazakhstan, Russia etc.
• Strong interpersonal skills: establishes easily contacts
• Leadership: able to develop a vision and communicate / motivate a team to realize it
• Broad view on business with a multifunctional perspective
• Team player and leader
• Strategic thinker
• Business & result driven
• Good sales and negotiation skills

We are a warm family company with a historical growth track record and a clear long-term vision for the future. We promote a caring, trustful and respecting work environment by putting people first.

We at Puratos cultivate an inclusive global workplace, that fully embraces diversity and equal

opportunities for all. We strive to reflect the richness of our customers, communities and society, accelerating our ability to innovate and deliver on our commitments.

Watch our corporate movie and feel the Puratos Magic: https://www.youtube.com/watch?v=XNRsBzuRlNI