Key Account Manager Poland

Location: Preferably Opole or Silesia region (close to the Arneg CE production facility)
Reports to: General Manager, Central Europe (CE); Commercial coordination with HQ (Italy)

About My Client:
Global manufacturer of refrigeration cabinets and solutions for the food retail sector, with 21 factories and presence in over 100 countries. With over €1.1 billion in annual turnover delivers innovative and energy-efficient equipment tailored to supermarket chains, convenience stores, and specialty retailers.
As part of its strategic expansion my client is now establishing a direct commercial presence in Poland with a focus on locally manufactured refrigerated cabinets to increase competitiveness and reduce transportation costs from Italy.

Position Overview
This is a first-on-the-ground role in Poland. The Key Account Manager (KAM) will lead sales efforts with major retail clients, starting with managing the ongoing delivery to supermarket chains a in partnership with local partnership. As more models become available from local production, the KAM will proactively expand company presence in Poland by approaching new clients and offering solutions aligned with group strategy and pre-existing agreements.

Key Responsibilities

• Manage and grow company presence in Poland, starting with the delivery program to supermarkets.
• Identify and develop new B2B opportunities with retail chains, franchise groups, and specialty food retailers.
• Promote locally manufactured refrigeration cabinets, when necessary, complement offers with models from Italy.
• Navigate and respect existing agreements/contracts between international retailers operating in Poland.
• Act as the main point of contact between Polish clients in all commercial matters.
• Report directly to General Manager and coordinate closely with the Export Sales team in Italy.
• Collaborate with technical/logistics/marketing support teams across the group.
• Ensure sales efforts are aligned with pricing strategy, using authorized discounting frameworks.

Candidate Profile

• Minimum 5 years of experience in B2B sales within the commercial refrigeration, HVAC, shopfitting, or food retail equipment sectors.
• Track record of working with major retail chains or specialty retailers in Poland.
• Strong negotiation and relationship-building skills.
• Self-driven, structured, and capable of working independently with regular reporting.
• Fluency in Polish and business-level English is a must; Italian is a plus.
• Willingness to travel across Poland and occasionally to HQs in Europe.
• Preferably based in the Opole/Silesia region – regular presence at the factory is expected.

Compensation & Benefits

• Base salary aligned with market standards and experience level.
• Performance bonus structure (based on achieving 80–120% of target).
• Company car, laptop, and mobile phone.
• Full employment contract with standard Polish vacation entitlement (20 or 26 days).
• B2B contract options available