Arbetsbeskrivning

About us

Habit Factory was founded in 2017 with a mission to revolutionize the nicotine market by offering high-quality, tobacco-free nicotine pouches that meet modern consumer demands. Today, our products are available in over 40 countries, supported by our own state-of-the-art factories in Sweden and Finland with a combined annual production capacity of 120 million cans. This enables us to meet global demand while maintaining strict quality standards.

About the role

The International Key Account Manager is responsible for driving sales, margin growth and strategic partnership development with Habit Factory international customers in the nicotine-pouch category. The role ensures our brand and products achieve top-tier distribution, differentiation, regulatory compliance and sustainable profitability in international markets.

The IKAM reports to the Chief Commercial Officer and closely collaborates with the supply and operations team to align commercial processes and activities to accomplish the company's goals.

Responsibilities

1. Strategic Account Management & Growth

• Manage and develop relationships with a portfolio of assigned internationally-key accounts (e.g., market distributors, travel-retail operators, duty-free chains)
• Develop and execute joint market business plans, defining revenue targets, volume quotas, margin targets, SKU/portfolio strategies, marketing and activation support
• Identify upsell, cross-sell and new business opportunities within each account (new countries, channels, formats, flavours)

2. Market & Channel Development

• Analyse international markets and channels (e.g., travel retail, airport duty-free, regional specialist retail, online nicotine-pouch platforms) to identify growth opportunities, threats (regulation, competition), and account-specific strategies
• Work closely with product, marketing and regulatory teams to ensure product launches (new strengths, flavours, pack formats) are aligned with channel needs and are rolled-out effectively via key accounts
• Support implementation: ensure the account execution (launch plans, retail/visibility efforts, merchandising, logistics, compliance, training) is delivered on time and to standard

3. Operational & Cross-Functional Coordination

• Serve as the primary internal contact for each assigned key account: coordinate with Sales Operations, Supply Chain, Marketing, Quality/Regulatory, Finance and Legal to service the account.
• Monitor and ensure service metrics (on-time delivery, stock availability, returns/claims, point-of-sale execution) meet agreed KPIs.
• Provide regular performance reporting (volume, value, margin, market share, account growth vs plan) and insight to both internal leadership and account stakeholders.

4. Compliance & Risk Management

• Ensure all products and operations within assigned accounts comply with applicable regulations (e.g., EU Tobacco Products Directive (TPD), national nicotine regulations, duty-free/travel-retail specific regulations, packaging and labelling).
• Identify risks in the channel (regulatory changes, illicit trade/parallel imports, supply disruption) and develop mitigation plans with the account and internal teams.

Key Performance Indicators (KPIs)

• Annual net revenue / volume targets achieved in assigned accounts
• Gross margin percentage or margin-improvement compared to prior year
• Growth in markets/channels via launches and in-market support
• On-time delivery rate, stock-out rate, promotional execution rate in key accounts
• Partner satisfaction / retention rate
• Compliance incidents or deviations (zero major regulatory non-compliance)

Qualifications & Experience

• 3+ years of experience in a key account management role
• Experience in working and collaborating in cross-functional teams, and with external partners
• Understanding of sales processes and systems
• Excellent communication and interpersonal skills for effective engagement with colleagues, partners, and customers
• Fluent in Swedish, proficiency in English is required as well

Key Competencies

• Strategic Account Management – plans and grows international accounts
• Relationship Building & Negotiation – strong stakeholder influence and deal-making
• Commercial & Financial Acumen – understands pricing, margins, and forecasting
• Cross-Cultural Communication – adapts communication style across markets
• Project & Stakeholder Management – coordinates multi-country initiatives
• Customer-Centric Mindset – focuses on partner value and long-term growth
• Effective Communication & Presentation – clear, persuasive, executive-ready
• Adaptability & Agility – thrives in fast-changing international environments
• Ownership & Accountability – delivers results with independence and reliability