Head of Key Accounts

Employment type: Full-time

Languages: Fluent in German and English required

What’s the job all about?

With the evolving commercial landscape in the bicycle and sporting goods industry, the role of Head of Key Accounts P&A & Bikes is central to strengthening Accell’s presence in key retail channels.

This position leads the development and execution of the key account strategy across national and regional retail partners. You will drive Joint Business Planning (JBP), lead commercial negotiations, and ensure alignment between sales, marketing, and operational teams.

You will also play a key role in delivering sustainable growth across the portfolio by balancing revenue, margin, and brand positioning while maintaining strong partnerships with major retailers.

This role reports to the Regional VP and has leadership responsibility for the Key Account Management team.

What will your day-to-day responsibilities involve?

Strategic Leadership & Account Strategy

• Define and implement the Key Account strategy for P&A & Bikes in alignment with country and regional commercial objectives.
• Lead the development and execution of Joint Business Plans (JBP) across major national and regional retail accounts.
• Oversee annual negotiations covering trade terms, rebates, returns, listing agreements, and promotional frameworks.
• Drive profitable growth across the portfolio while balancing volume, margin, and brand positioning objectives.

Team Leadership & Performance Management

• Lead, coach, and develop the Key Account Management team to achieve commercial targets.
• Set clear KPIs and performance standards aligned with sales and profitability goals.
• Conduct regular performance reviews and support capability development across the team.
• Foster a collaborative and performance-focused culture centered on accountability and results.

Customer & Commercial Management

• Maintain senior-level relationships with strategic key accounts and act as escalation point for complex negotiations.
• Build long-term partnerships that support mutual growth and brand visibility.
• Identify growth opportunities within existing accounts, including assortment expansion and category development.

Cross-Functional Alignment & Execution

• Collaborate closely with Trade Marketing, Brand Management, Supply Chain, Logistics, Finance, IT, and Customer Service to deliver agreed commercial plans.
• Oversee execution of major initiatives such as product launches, marketing campaigns, omnichannel initiatives, and system implementations.
• Ensure consistency in pricing strategy, commercial identity, and brand positioning across key accounts.

Performance Monitoring & Reporting

• Monitor portfolio performance against KPIs including sales growth, margin performance, inventory turnover, and trade spend ROI.
• Provide regular reporting and strategic insights to Sales leadership and the Commercial Director.
• Analyze market and competitor trends to adjust account strategies when needed.
• Identify new account opportunities and channel developments within the P&A & Bikes segment.
• Develop differentiated commercial propositions to strengthen Accell’s competitive positioning.
• Monitor industry developments to ensure strong positioning within key retail channels.

Who are we looking for?

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field (Master’s degree preferred).
• 8–12 years of sales experience, including at least 5 years in senior key account management or commercial leadership roles.
• Experience within the bicycle, sporting goods, or consumer durables industries.
• Proven experience managing major retail and chain accounts such as Decathlon, Intersport, Halfords, DRG, or similar retailers.
• Strong commercial expertise including Joint Business Planning (JBP), contract negotiations, trade terms, rebates, returns, and marketing investments.
• Solid financial understanding with the ability to analyze P&L, margins, rebates, profitability, and ROI at account and portfolio level.
• Advanced analytical skills using CRM systems, Power BI, or similar tools.
• Strong leadership experience including coaching, team development, and performance management.
• Excellent stakeholder management skills across multiple internal functions.
• Strong negotiation, influencing, and presentation skills when working with senior customer stakeholders.
• Ability to combine strategic thinking with operational execution.
• Business-level English and local language proficiency.
• Willingness to travel frequently for customer meetings and industry events.

What will be the benefits if you join us?

• JobRad (company bike) – only €100 once per year
• Company pension scheme (bAV) / capital-forming benefits (VWL)
• 30 days of vacation per year
• Employee discounts on bicycles and parts (regional & national) Remote work option
• Fresh fruit once per week
• Coffee & water in office
• Collegial working atmosphere and informal “du” culture