Lead the most critical customer relationships and drive national commercial performance.
18th December, 2025
Head of National Key AccountsMultinational FMCG | Emerging Market | Port Moresby PNG
A leading FMCG business operating in a high-growth, developing market is seeking an experienced Head of National Key Accounts to lead its most critical customer relationships and drive national commercial performance.
This is a business-critical leadership role, suited to a commercially astute FMCG professional who is comfortable operating in evolving environments and translating strategy into strong in-market execution.
The Role
The Head of National Key Accounts will have ownership of the organisation’s top national customers, while also playing a key role in shaping broader channel strategy and execution.
Key responsibilities include:
Full ownership of the top national accounts, including joint business planning and negotiations
Development and execution of multi-year customer strategies
Leading and developing a team of Key Account Managers and collaborating closely with Channel Managers
Driving pricing, forecasting, trade spend effectiveness and execution discipline
Strengthening customer partnerships and moving relationships from transactional to strategic
Partnering with Marketing, Finance and Field Sales to deliver sustainable growth
Playing a hands-on role in uplifting capability and structure within the commercial team
About You
Senior FMCG experience leading national or regional key accounts
Proven ability to manage complex customer portfolios
Experience in emerging or developing markets highly regarded
Strong commercial capability across pricing, negotiations and forecasting
A practical, execution-focused leadership style
Confidence operating in ambiguity and building capability over time