Key Account Manager – Mass Market

About the role

Opella is looking for a driven Key Account Manager – Mass Market to lead its growth across mass‑market retailers in Portugal. You will shape the commercial strategy, build strong retailer partnerships and ensure the brand is activated both in‑store and online, delivering value for consumers, customers and the company.

Key responsibilities

• Define and execute the commercial strategy for mass‑market retailers, including segmentation, channel priorities and growth plans.
• Build and maintain long‑term relationships with key customers, negotiating annual business plans, new listings and promotional strategies.
• Deliver financial targets through disciplined planning, forecasting and ROI‑focused trade investment management.
• Ensure execution excellence by activating agreed plans across physical and digital touchpoints and continuously improving the consumer experience.
• Collaborate with Marketing, Digital, Shopper Marketing, Supply Chain, Finance and Revenue teams to solve issues and ensure seamless execution.
• Monitor market trends, shopper behavior and competitor activity to identify opportunities and mitigate risks.

Required profile

• Proven experience as a Key Account Manager or similar role within mass‑market retail in Portugal, preferably in FMCG or Consumer Healthcare.
• Ability to work autonomously, own customer strategy and be accountable for results.
• Excellent communication and stakeholder‑management skills, capable of influencing senior customer counterparts and cross‑functional teams.
• Strong commercial mindset with experience in negotiation, forecasting, budget management and performance tracking.
• Comfortable in a fast‑paced, dynamic environment, balancing strategic thinking with hands‑on execution.
• Fluent in Portuguese and English.

Required skills

• Fluency in Portuguese
• Fluency in English