International Key Account Manager

Om jobbet

About us

Habit Factory was founded in 2017 with a mission to revolutionize the nicotine market by offering high-quality, tobacco-free nicotine pouches that meet modern consumer demands. Today, our products are available in over 40 countries, supported by our own state-of-the-art factories in Sweden and Finland with a combined annual production capacity of 120 million cans. This enables us to meet global demand while maintaining strict quality standards.

About the role

The International Key Account Manager is responsible for driving sales, margin growth and strategic partnership development with Habit Factory international customers in the nicotine-pouch category. The role ensures our brand and products achieve top-tier distribution, differentiation, regulatory compliance and sustainable profitability in international markets.

The IKAM reports to the Chief Commercial Officer and closely collaborates with the supply and operations team to align commercial processes and activities to accomplish the company's goals.

Responsibilities

1. Strategic Account Management & Growth

Manage and develop relationships with a portfolio of assigned internationally-key accounts (e.g., market distributors, travel-retail operators, duty-free chains)

Develop and execute joint market business plans, defining revenue targets, volume quotas, margin targets, SKU/portfolio strategies, marketing and activation support

Identify upsell, cross-sell and new business opportunities within each account (new countries, channels, formats, flavours)

2. Market & Channel Development

Analyse international markets and channels (e.g., travel retail, airport duty-free, regional specialist retail, online nicotine-pouch platforms) to identify growth opportunities, threats (regulation, competition), and account-specific strategies

Work closely with product, marketing and regulatory teams to ensure product launches (new strengths, flavours, pack formats) are aligned with channel needs and are rolled-out effectively via key accounts

Support implementation: ensure the account execution (launch plans, retail/visibility efforts, merchandising, logistics, compliance, training) is delivered on time and to standard

3. Operational & Cross-Functional Coordination

Serve as the primary internal contact for each assigned key account: coordinate with Sales Operations, Supply Chain, Marketing, Quality/Regulatory, Finance and Legal to service the account.

Monitor and ensure service metrics (on-time delivery, stock availability, returns/claims, point-of-sale execution) meet agreed KPIs.

Provide regular performance reporting (volume, value, margin, market share, account growth vs plan) and insight to both internal leadership and account stakeholders.

4. Compliance & Risk Management

Ensure all products and operations within assigned accounts comply with applicable regulations (e.g., EU Tobacco Products Directive (TPD), national nicotine regulations, duty-free/travel-retail specific regulations, packaging and labelling).

Identify risks in the channel (regulatory changes, illicit trade/parallel imports, supply disruption) and develop mitigation plans with the account and internal teams.

Key Performance Indicators (KPIs)

Annual net revenue / volume targets achieved in assigned accounts

Gross margin percentage or margin-improvement compared to prior year

Growth in markets/channels via launches and in-market support

On-time delivery rate, stock-out rate, promotional execution rate in key accounts

Partner satisfaction / retention rate

Compliance incidents or deviations (zero major regulatory non-compliance)

Qualifications & Experience

3+ years of experience in a key account management role

Experience in working and collaborating in cross-functional teams, and with external partners

Understanding of sales processes and systems

Excellent communication and interpersonal skills for effective engagement with colleagues, partners, and customers

Fluent in Swedish, proficiency in English is required as well

Key Competencies

Strategic Account Management - plans and grows international accounts

Relationship Building & Negotiation - strong stakeholder influence and deal-making

Commercial & Financial Acumen - understands pricing, margins, and forecasting

Cross-Cultural Communication - adapts communication style across markets

Project & Stakeholder Management - coordinates multi-country initiatives

Customer-Centric Mindset - focuses on partner value and long-term growth

Effective Communication & Presentation - clear, persuasive, executive-ready

Adaptability & Agility - thrives in fast-changing international environments

Ownership & Accountability - delivers results with independence and reliability