Key Accounts Manager - Liquor Industry

Key Accounts Manager (ON Premise Chains - Liquor)

The Key Accounts Manager will be individually responsible for driving the growth of specified On-Trade Partners, both existing and target, with P&L responsibility, driving presence, visibility, and activation of the portfolio, forging deep long-term value-adding relationships.

A key aspect of the role will also involve optimizing digital solutions and leveraging digital opportunities in every respect; this at applicable to nurturing partnership relationships, driving market share and profit, and delivering brand-building and equity-tracking solutions. This will often entail bespoke campaign development and individual partner solutions in line with brand guidelines and overall group strategy.

Ultimately the role will drive regional business and measurable incremental profit and will help deliver long-term value growth.

Main responsibilities:

Support existing and win New Business:

- Support the key account strategy and roadmap for account acquisition of partnerships with a particular focus on On-Premise channel.

- Provide clear robust sales and profit forecasts along with transparency and clarity around Key Accounts agreements to HQ.

- Develop collaborative relationships with key customers at strategic and tactical levels, based on category approaches and mutually beneficial business initiatives.

- Negotiate portfolio agreements based on Joint Business Plans with carefully selected on-trade customers, working closely with all applicable markets.

- Apply the negotiation process guidelines in terms of trade terms, contract builder and support catalogue.

- Manage, monitor and assess performance / compliance of the deals on a regular basis monitoring Internal spend and collating detail of our market & the markets spend.

- Responsible for all specific P&L's, budgeting, administration and payments in conjunction with the deals.

- Perform constant market assessments and participate in the customer's industry events, forums and network circles in order to identify business opportunities and establish relevant connections.

Business Development:

- Be a key support for the Head of Sales/ National Head Key Accounts.

- Act as the voice of the customer, representing their interests and needs internally.

- Serve as an ambassador and in-house consultant for on premise commercial strategy, supporting the development of a stronger on-trade community.

- Share best practices and solutions with wider on-trade community.

- Be a strong advocate of Key Accounts, engage people in senior management, BCO's and MCO's and mobilise the organisation around the opportunities that exist to grow profits and grow brands.

- Support the delivery of Brand Strategy through activation with Key accounts.

- Play a full team role in the wider Business Development team.

Qualification And Experience:

- Minimum 5 years of experience leading regional commercial role negotiating and managing Key accounts.

- Proven track record in account negotiation and acquisition that leads to meaningful business impact.

- Proven ability to manage financial accounts and analysis of data.

- Experience in customer development and client relationship building.

- Knowledge and familiarity across spectrum of on-premise channels.

- Experience in developing customer Joint Business Plans.

- Affinity with the wine & spirits and customers' industries.

- Existing network in the customers' industry is preferable.

- Experience working in a cross-cultural environment.

- Internal & External coordination and collaboration.

- Strong understanding of Hotel, restaurant and general On-Trade Operations.

- Activation and Trade Marketing knowledge is necessary.