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Head of Key Accounts

British American Tobacco
Oslo (By), Østlandet

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BAT is evolving at pace - truly like no other organisation.

To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our ethos every day. Come be a part of this journey!


What are the key objectives and expectations from this role?  

Joining us means joining a truly global tobacco and Next Generation Products company. An ambitious, diverse, global business with more than 115 years of innovation behind us and an incredibly exciting future ahead. A confluence of technology, societal change and public health awareness has created a unique opportunity: the opportunity to make a substantial leap forward in our long-held ambition to provide our consumers with potentially reduced-risk tobacco and nicotine choices.

The Head of Key Accounts is a part of the local Leadership Team. The role play a critical role in BAT Norway's continuous success by formulating and ensuring strong commercial relationships and sustainable Total Customer Investments. Further, seeking continuous optimization opportunities and assessing our TCO against our growth objectives are critical deliverables as the role carry a direct impact on the ability to drive sustainable revenue delivery, bottom-line and market competitiveness.

The environment for the Nicotine category is changing due to trade specialisation, concentration of decision-making power and legislative changes. To continue leading, British American Tobacco needs to constantly highlight the total value of our offer – We act as a business partner and deliver insights and business proposals that stretches beyond tobacco profitability.

What is the direct impact of this role on the team or organization?

The job holder has a significant impact on BAT Norway revenue delivery and market position. The strategic thinking and leadership directly impact customer sales performance, customer satisfaction and overall sustainable business delivery in a highly competitive business landscape.

  • Reports to: Country Manager Norway
  • Number of Direct Reports: 3x Key Account Managers
  • Core Relationships:
    • Internal – Finance / Revenue Growth Management, Planning, Legal & External Affairs, Country Manager
    • External – Key Accounts, FMCG Branch Organizations
  • Geographic Scope: Oslo, Norway
  • Travel Required: Minimal


  • Accountable for managing team of 3 Key Account Managers and 2 KA Executives, ensuring high standards and performance aligns with established business and personal objectives.
  • Developing a deep understanding of market, R2C, customer revenue delivery and dynamics in order to identify opportunities for growth, implementation and optimizing commercial set-up.
  • Responsible for devising the strategic approach for Key Accounts team, set clear direction, standards, and drive change.
  • Formulate optimal and sustainable TCI strategy aligned with category and business growth objectives.
  • Ensuring the implementation of country strategy to achieve commercial goals and targets, unlocking the growth drivers that benefit BAT and our customers (Product, Price, Place, Promotion, Mix & Assortment)
  • Build and develop positive and commercial mutual beneficial commercial relationships with senior stakeholders in KAs to shape and influence category plans.
  • TCI and Customer P&L accountability. Collaborates and communicates effectively and efficiently with peers, cross-functional teams and customers.
  • An integral part of the local leadership team, contributing to strategic decision-making and organizational direction.
  • Attend events and conference which could be beneficial for creating connections or developing understanding which can be beneficial for the business.



  • Proven track record within Senior Key Account Management and/or business and category development with Norway Retail (Norgesgruppen, Reitan, Coop).
  • Proven ability to successfully formulate commercial strategy Strong negotiation skills and proven ability to influence and present at Senior Management level.
  • Strong communicator, presentation and storytelling skills.
  • Thriving with ambiguity and uncertainty, highly pro-active, collaborative and possess strong decision-making skills and ability to get things done on time and in full.
  • Experience in managing team / team of managers.
  • Drive to raising the bar, identify and present commercially sound growth opportunities and initiatives.
  • Professional business fluency in English.

Technical/Functional/Leadership Skills Required

  • Ability to simplify – communicating clear and concise and execute fast
  • Driven by results and raising the bar of self and team
  • Commercial mindset – ability and drive for identifying opportunities and seeing them through
  • Team player – we win as a team

Education / Qualifications / Certifications Required

  • Relevant Master's/MBA degree


  • Ambition to progress career in BAT, with the possibility of being mobile to other countries in future.
  • Experience with leading and motivating team, ensuring high standards and managing performance.
  • Knowledge of a Scandinavian language is beneficial but not required.


  • At BAT we are committed to our Purpose of creating A Better Tomorrow. This is what drives our people and our passion for innovation. See what is possible for you at BAT.
  • Global Top Employer with 50,000+ BAT people with 138 nationalities at management level.
  • Brands sold in over 180+ markets, in 73 BAT-owned manufacturing facilities.
  • Newly established Tech Hubs building world-class capabilities for innovation in 4 strategic locations
  • Diversity leader in the Financial Times and International Women's Day Best Practice winner
  • Seal Award winner – one of 50 most sustainable companies

Seal Award winner – one of 50 most sustainable companies


If you have any questions regarding the role, please contact Vanessa Hastings: vanessa_hastings@bat.com. If you experience any technical difficulties when applying, please contact: western_europe_careers@bat.com

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