Key Account Manager

3 weeks ago

London, United Kingdom Sazerac UK Full time

Reports to: Senior National Account Manager

Location: Field Based

Role: Key Account Manager

Account Management of Leased & Tenanted / Regional Brewers

Job Purpose The Key Account Manager role is responsible for building one of the most desired spirits portfolios in the world. Focused on driving brand distribution and volume by implementing commercial and activation programmes within regional brewers & L&T estates across the UK. They will build and manage a core number of direct accounts, whilst driving new business and relationships between internal/external sales teams.

Key Responsibilities & Critical Success Measures:

• Be accountable for directly managing customers to deliver incremental sales across regional brewers & L&T pub estates, through driving availability and growing meaningful distribution with menu presence in new and existing customers.

• Strong management skills with good experience in leading tenders from planning, commercials, presentation skills and presenting to customers to deliver company objectives and KPI’s.

• Implement promotional activity in line with brand guidelines to maximise availability and engage, build and drive brand performance/awareness.

• Manage customer P&Ls to deliver incremental volume & value.

• Achieve preferred partner status with customers by developing tailored solutions to meet outlet needs and consumer pull through advice on the Spirits Category and portfolio led selling.

• Identifying opportunities via market intelligence and networking with customers.

• Engage customer sales teams and align with BDM’s to maximise portfolio led growth.

• Record CRM data on to capture sales call, distribution and promotional activity data.

• Build cross functional relationships to inspire and influence both internal and external stakeholder management.

Functional Competencies:

• Planning & Organising

• Demonstrates an ability to plan, organise and execute activities using own initiative.

• Communication

• Expresses self in a clear, succinct, and compelling manner in both individual and group situations.

• Customer/Consumer Commitment

• Knowing, understanding, and delivering a high level of quality service to both internal and external customers.

• Business Awareness

• Has a comprehensive understanding of own business area and its impact on the wider organisation.

Knowledge, Skills and Experience:

• Strong communication is vital

• Broad knowledge of UK on trade and strong commercial experience ideally with a Spirits background.

• Comprehensive understanding and working knowledge of brand building with the ability to balance commercial delivery.

• Strong influencing and negotiation skills with the ability to develop and maintain relationships at all levels.

• Financial acumen.

• Strong understanding of balance between commercial delivery and brand building agenda.

• Strong IT skills and able to use data to interpret insights

• Strong presentation skills and experience at delivering training / presentations.

• Previous experience in sales is essential.

• Experience working with the customer base is desirable.

• Ideally educated to degree level.

Personal Characteristics:

• Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.

• Creative with an entrepreneurial spirit and passion to build and develop the on-trade business.

• Strong relationship management skills

• Ability to influence at a variety of levels.

• Adaptable and resilient.

Works to add value and driven by pride.

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