Rana Nordics & Baltics – Senior Key Account & Distributor Manager

Rana is seeking an experienced and commercially driven Senior Key Account & Distributor Manager to take ownership of customer relationships, distributors, and business development in the Nordics and Baltics.

At Rana, you will play a key role in driving the commercial development of our branded and private label solutions, contributing to growth, profitability, and long-term business development.

About the Role
As Senior Key Account & Distributor Manager, you will be responsible for driving sales and business development across the Nordics and Baltics, both directly with customers and via distributors. You will manage key customer portfolios for our branded & Private label portfolios, lead strategic negotiations, initiate new business opportunities, and ensure that Rana is recognized as a clear Category Captain in the market.

You will work closely with the Managing Director and Trade Marketing Manager, acting as a subject-matter expert for customers, distributors, and internal colleagues in Europe. This role combines strategic responsibility with operational execution, requiring both commercial acumen and entrepreneurial energy.

Key Responsibilities

• Drive profitable sales growth for Rana across the Nordics and Baltics.
• Develop and execute Customer Development Plans for key accounts.
• Manage the P&L for your dedicated customers.
• Manage and develop Nordic and Baltic distributors.
• Identify and secure new business opportunities, including private label.
• Conduct price negotiations and evaluate ROI for campaigns and trade investments.
• Serve as a trusted partner to the Nordic & Baltics MD in all commercial matters.
• Prepare and conduct customer meetings (product launches or category).

Professional Background

• Several years of Key Account Management experience within FMCG (ideally with food) with proven experience in the Nordic markets and preferably also in the Baltic markets.
• Experience in Branded and Private Label sales.
• Strong negotiation skills and experience in strategic customer discussions.
• Strong commercial understanding with the ability to combine strategy with operational execution.
• Experience collaborating with distributors and external sales teams.
• Excellent skills in Excel and presentation tools.
• Fluent in English and at least one Nordic language (Swedish, Norwegian, or Danish), Italian is a plus.

About you
We are looking for someone who is results-driven, passionate, proactive and entrepreneurial. You are a relationship builder who can inspire and engage both internal and external teams. You thrive in a dynamic environment where you can balance strategic responsibility with operational execution, and you embrace a “never give up” mentality.

About Pastificio Rana

Founded in 1962 in San Giovanni Lupatoto, Verona, Pastificio Rana embarked on a journey centered on quality and flavor, blending tradition with innovation. Established by Giovanni Rana, the company has been under the leadership of current CEO Gian Luca Rana for over 30 years. Under his guidance, the Group has become a global leader in the production and distribution of fresh food products, with filled pasta and plain pasta, gnocchi, ready-to-eat meals, and sauces.

What began as a small family business in the Verona province has experienced steady growth. In the last five years alone, the company’s turnover has doubled, reaching approximately EUR 1.5 billion. Present in 66 countries, Pastificio Rana operates eight factories—five in Italy and two in the United States—and employs around 4,000 people who embody the company’s core values.

Gian Luca Rana leads with passion and a forward-looking approach, prioritizing innovation, international expansion, and talent development.

The company makes significant investments in research and development, carefully selecting premium raw materials to ensure consumers receive products of exceptional quality and distinctive flavors. This commitment, combined with deep expertise and enthusiasm, has earned Rana worldwide recognition and appreciation. For six decades, Pastificio Rana has been a story of love, respect, and dedication to fresh pasta, bringing authentic Italian flavors to tables around the globe.

Rana has a flat organizational structure. The role includes travel across the Nordics and Baltics as well as visits to the headquarters in Italy. Rana offers competitive salary, bonus, pension, health insurance, and a company car. 6 months trial (provanställning).

Please learn more at www.giovannirana.se or visit our Instagram page giovannirananordics.

Your application

Rana collaborates with Academic Search International. Please apply by clicking the “Apply Now” button, which will direct you to a form to submit your contact details along with your CV. All information will be handled confidentially in accordance with Academic Search International’s privacy policy and applicable data protection regulations (GDPR). Applications are only accepted through this channel. Please send in your application as soon as possible as we are working continuously with the process.

For more information about the position, you are welcome to contact Researcher Amina Floberg at amina.floberg@academicsearch.se.

Academic Search International is one of Scandinavia’s most reputable firms in Executive Search & Interim Solutions. We focus on individuals with proven leadership and specialist expertise and maintain close partnerships with both national and international companies with strong brands. Our mission is to match the most suitable candidates with the right opportunities at some of the most exciting companies in Sweden. Visit us at www.academicsearch.se.