International Key Account Manager eCommerce

Role Summary:

Drive growth with international eCommerce customers across Europe. You will manage and expand strategic key accounts, acquire new target customers, position Mondi as the preferred eCommerce packaging partner, and coordinate all commercial activities to deliver sustainable, profitable growth. This is a sales role with clear ownership of customer relationships, contracts, and outcomes.

Your Responsibilities:

• Identify and acquire new international eCommerce customers by managing a prioritised pipeline of prospects and leading the entire business development process from initial outreach through to contract signature.
• Manage a portfolio of key international eCommerce accounts by developing structured account plans with clear volume, margin, share-of-wallet, and innovation targets, while building strong relationships with decision-makers and influencers across all business functions.
• Lead commercial negotiations, prepare value-driven proposals, maintain a strong sales pipeline with accurate forecasts, and ensure disciplined contract implementation in alignment with Mondi’s pricing strategy and business processes.
• Serve as the main contact for key accounts by coordinating internal teams and ensuring prompt, solution-focused communication and effective resolution of service issues.
• Identify customer challenges in fulfillment, automation, packaging, sustainability, and cost; collaborate with technical teams to deliver customised solutions and oversee successful trials and implementations.
• Continuously track eCommerce trends, packaging innovations, automation, sustainability requirements, and competitor activities to inform strategy and product development.

Your Qualifications:

• 5+ years’ experience in Key Account Management / Strategic Sales, ideally in packaging, logistics, eCommerce, or FMCG.
• Proven track record managing large international key accounts with complex structures and multi-site operations.
• Strong commercial acumen with experience in new customer acquisition, negotiations, tenders, and long-term contracts.
• Excellent communication, stakeholder management, and presentation skills.
• Structured, data-driven, and execution-focused; able to convert opportunities into concrete, measurable results.
• Comfortable working in an international, matrix environment and leading cross-functional teams without formal authority.

Our offer:

• A dynamic position within our eCommerce team
• Start: immediately
• Location: flexible working arrangements within Europe, allowing you the option to be based at a Mondi location
• Employment Type: Full-time

Benefits: Company car possible; Learning & Development; Remote work flexibility 

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