Key Account & Commercial ManagerKey Account & Commercial Manager

This is a hybrid commercial role combining strategic key account management with commercial operations, analytics, forecasting, and business infrastructure development. Core of the role focuses on managing and developing key commercial relationships across export and domestic retail markets, supportive activities focus on commercial operations, reporting, CRM systems, forecasting, and performance optimization. 3–7+ years of experience in key account management, commercial management, sales operations, or commercial operations Experience in FMCG, beverage, alcohol, consumer goods, or international distribution businesses Strong commercial ownership mindset combined with analytical thinking Experience managing distributor relationships and strategic commercial accounts Good understanding of CRM systems, reporting, and sales process management Experience building and analyzing dashboards, KPIs, forecasting models, and reporting systems Strong organizational and project management skills Ability to combine strategic thinking with hands-on execution Comfortable working in a fast-growing and international environment Excellent communication and relationship management skills Key Account & Distributor Management Manage and develop relationships with key distributors and strategic customers across export markets Own commercial communication, follow-ups, and long-term account development Execute annual planning, negotiations, and commercial agreements with key partners Monitor distributor performance, sales execution, and growth opportunities Identify opportunities to improve account performance, distribution depth, and retail visibility Coordinate account development initiatives together with marketing and management Domestic Retail & Category Development Own Punch Club’s commercial performance across Estonian retail chains Develop and execute domestic retail growth plans together with key retail partners Analyze sell-through, assortment efficiency, promotional campaigns, and shelf visibility Lead discussions and follow-ups with retail partners regarding assortment, campaigns, and placement opportunities Identify opportunities for improved distribution, placement, and retail partnerships Coordinate and execute retail promotional activities and commercial initiatives Commercial Operations & Sales Infrastructure Improve the sales cycle operating structure across markets and distributors Coordinate sales meetings, pipeline reviews, and commercial followups Ensure CRM discipline and data quality across the sales team Build scalable commercial processes to support international growth Sales Analytics & Performance Management Analyze distributor, customer, and market performance across all export markets Create dashboards, KPI frameworks, and reporting systems supporting decision-making Track ROI of campaigns, sales activities, and commercial initiatives Monitor forecasts, pipeline development, conversion metrics, and commercial efficiency Translate commercial data into actionable business recommendations Strategic Planning & Forecasting Support yearly and quarterly revenue planning and commercial OKRs Coordinate forecasting around key seasonal periods including summer, Easter, and Christmas Align commercial activities with production cycles and inventory planning Identify growth opportunities and revenue optimization initiatives Help improve long-term predictability and commercial visibility Competitive salary Sports and wellness compensation (Stebby) Mileage Compensation Direct exposure to international markets and customers Significant responsibility and ownership from day one A highly entrepreneurial environment with minimal bureaucracy The opportunity to work directly alongside the founders and influence key commercial decisions The chance to help build and scale one of Europe’s fastest-growing beverage brands

This is a hybrid commercial role combining strategic key account management with commercial operations, analytics, forecasting, and business infrastructure development. Core of the role focuses on managing and developing key commercial relationships across export and domestic retail markets, supportive activities focus on commercial operations, reporting, CRM systems, forecasting, and performance optimization. 3–7+ years of experience in key account management, commercial management, sales operations, or commercial operations Experience in FMCG, beverage, alcohol, consumer goods, or international distribution businesses Strong commercial ownership mindset combined with analytical thinking Experience managing distributor relationships and strategic commercial accounts Good understanding of CRM systems, reporting, and sales process management Experience building and analyzing dashboards, KPIs, forecasting models, and reporting systems Strong organizational and project management skills Ability to combine strategic thinking with hands-on execution Comfortable working in a fast-growing and international environment Excellent communication and relationship management skills Key Account & Distributor Management Manage and develop relationships with key distributors and strategic customers across export markets Own commercial communication, follow-ups, and long-term account development Execute annual planning, negotiations, and commercial agreements with key partners Monitor distributor performance, sales execution, and growth opportunities Identify opportunities to improve account performance, distribution depth, and retail visibility Coordinate account development initiatives together with marketing and management Domestic Retail & Category Development Own Punch Club’s commercial performance across Estonian retail chains Develop and execute domestic retail growth plans together with key retail partners Analyze sell-through, assortment efficiency, promotional campaigns, and shelf visibility Lead discussions and follow-ups with retail partners regarding assortment, campaigns, and placement opportunities Identify opportunities for improved distribution, placement, and retail partnerships Coordinate and execute retail promotional activities and commercial initiatives Commercial Operations & Sales Infrastructure Improve the sales cycle operating structure across markets and distributors Coordinate sales meetings, pipeline reviews, and commercial followups Ensure CRM discipline and data quality across the sales team Build scalable commercial processes to support international growth Sales Analytics & Performance Management Analyze distributor, customer, and market performance across all export markets Create dashboards, KPI frameworks, and reporting systems supporting decision-making Track ROI of campaigns, sales activities, and commercial initiatives Monitor forecasts, pipeline development, conversion metrics, and commercial efficiency Translate commercial data into actionable business recommendations Strategic Planning & Forecasting Support yearly and quarterly revenue planning and commercial OKRs Coordinate forecasting around key seasonal periods including summer, Easter, and Christmas Align commercial activities with production cycles and inventory planning Identify growth opportunities and revenue optimization initiatives Help improve long-term predictability and commercial visibility Competitive salary Sports and wellness compensation (Stebby) Mileage Compensation Direct exposure to international markets and customers Significant responsibility and ownership from day one A highly entrepreneurial environment with minimal bureaucracy The opportunity to work directly alongside the founders and influence key commercial decisions The chance to help build and scale one of Europe’s fastest-growing beverage brands