Key Account Manager, Office Products & Distribution (Germany & Austria)

As a commercially driven Key Account Manager, you own a strategic portfolio across Germany and Austria, building strong partnerships with distributors, wholesalers, and contract partners. You will drive profitable growth, develop joint business plans, and lead negotiations to secure long-term value for BIC and customers. You’ll work cross-functionally to translate customer needs into actionable strategies, influencing pricing, promotions, and assortment. This role offers a clear path to broader commercial leadership and impact on the office products market.

• Own and grow a portfolio of strategic customers in Germany and Austria
• Deliver sales, profitability, and growth targets
• Identify new opportunities within existing customers and the wider market
• Develop and execute customer growth plans delivering long-term value
• Lead annual negotiations, business reviews, and commercial agreements
• Build trusted relationships with decision-makers across purchasing, category management, and commercial leadership
• Translate customer strategies into actionable plans and compelling business cases
• Lead joint business plans, manage pricing, promotions, assortment, trade investment and profitability
• Drive distribution growth, listing expansion and category development
• Collaborate with Marketing, Finance, Supply Chain, Customer Service and Sales Support
• Lead cross-functional projects to improve execution and customer satisfaction
• Champion customer needs internally while balancing commercial objectives
• Contribute ideas to improve ways of working and growth
• Develop opportunities within contract, public sector, and institutional customers
• Monitor market developments and emerging trends in the office products industry

• Min 5 years of experience in Key Account Management, Account Management, or Sales
• Experience managing customers in office products, stationery, workplace solutions, distribution, wholesale or adjacent B2B sectors
• Proven track record of delivering sales growth and building customer partnerships
• Experience leading customer negotiations and managing commercial agreements
• Strong negotiation and relationship-building skills
• Excellent communication and presentation abilities
• Analytical mindset with strong commercial acumen
• Fluent German and English

• ambitious
• entrepreneurial
• resilient
• negotiation
• relationship-building
• analytical reasoning