About this role
We at Yara are part of a global network, collaborating to profitably and responsibly solve some of the world's key challenges - resource scarcity, food insecurity and environmental change. Purpose Reporting directly to the Regional Manager, the Key Account Manager will play a critical role in strengthening Yara's market position and supporting sustainable business growth across the region. This new role will lead commercial and strategic negotiations at buying group level, secure long-term partnerships, drive profitable growth, and manage commercial and financial risks across the assigned portfolio.
Working in close coordination with his team’s Sales Representatives and Sales Agronomists, who are responsible for commercial development and sales execution with local entities and smaller customers, the Key Account Manager will ensure strong alignment between strategic agreements negotiated at buying group level and their effective deployment throughout the distribution networks. As one of the few roles within Yara France dedicated to managing highly consolidated agricultural distribution groups, the position plays a key role in shaping and deploying commercial strategies, partnership models, and key account management practices adapted to this evolving market structure. The role also provides strategic recommendations to the France Leadership Team regarding customer developments, distribution consolidation trends, growth opportunities, and commercial risks.
Responsibilities
- Strategic key account management Manage a portfolio of major key accounts, developing and implementing account plans that drive profitable growth, customer engagement, and long-term value creation.
- Build and maintain strong relationships with senior decision-makers and key stakeholders within customer organizations.
- Secure and develop long-term strategic partnerships through formal agreements and joint business plans.
- Position Yara as a trusted partner in supporting customers' transition toward more productive, profitable, and sustainable agriculture.
- Provide guidance and expertise to Sales Representatives, Sales Agronomists and other commercial stakeholders on deployment of commercial agreements with key accounts.
- Commercial leadership & negotiation Lead annual commercial negotiations with key accounts.
- Develop value-creating partnerships that support both customer success and Yara's profitability objectives.
- Identify, assess, and mitigate commercial, contractual, and financial risks.
- Ensure disciplined management of pricing, margins, contractual commitments, and commercial terms.
- Business development & market growth Implement differentiated customer and segment strategies to grow volumes, contribution, and profitability across the portfolio.
- Identify and capitalize on growth opportunities through a deep understanding of markets, value chains, and customer business models.
- Maintain a strong presence within key accounts to anticipate market developments and identify new business opportunities.
- Monitor competitive dynamics, customer strategies, and market trends, sharing actionable insights to support business decision-making.
- Provide strategic recommendations to France leadership team regarding distribution trends, customer evolution, and business opportunities.
- Commercial execution & operational excellence Ensure disciplined execution of commercial activities across the portfolio, including forecasting, contract follow-up, payment collection, and performance monitoring against agreed objectives.
- Ensure an appropriate balance between growth ambitions, profitability objectives, and financial risk exposure, implementing corrective actions when necessary.
- Coordinate with Supply Chain and other relevant functions to ensure delivery of customer commitments and effective execution of commercial agreements.
- Work closely with Sales Representatives and Sales Agronomists to deploy key account agreements within customer networks, maximize commercial performance, and contribute to strategic projects and continuous improvement initiatives.
- Share best practices and lessons learned across commercial teams to strengthen the effectiveness and consistency of key account management approaches.
- Profile Education & Experience Bachelor's degree in Business, Agriculture, Agribusiness, Economics, or a related field.
- Significant experience (> 5 years) in Key Account Management, Strategic Sales, or Business Development.
- Proven track record in managing large customer accounts and leading complex commercial negotiations.
- Experience in agricultural distribution, agribusiness, or related B2B industries is highly desirable.
- Key Skills Strong strategic account management and relationship-building capabilities.
- Demonstrated influencing leadership, with the ability to align diverse stakeholders and drive outcomes without direct authority.
- Advanced negotiation and communication skills.
- Strong commercial acumen with the ability to balance growth, profitability, and risk.
- Ability to identify and capture business opportunities through market and customer insights.
- Results-oriented mindset with strong execution and performance management capabilities.
- Effective cross-functional collaboration and teamwork.
- High level of autonomy.
- Fluent in French.
- Professional English is a plus.
Additional Information Agricultural distribution is undergoing significant consolidation in France, particularly in the North & East region, where commercial decision-making is increasingly concentrated within a limited number of large buying groups. The North&East region represents approximately 40% of Yara's national market, including 45% of the Nitrates business and 40% of the Biologicals business. Today, three major customers account for approximately 80% of the regional Nitrates business. To address this market evolution, Yara is creating a dedicated Key Account Manager role responsible for managing strategic relationships with the largest agricultural distribution groups in the region. This role is also designed as a stepping stone position, offering opportunities to grow into Sales Management or broader cross-functional responsibilities.