Key Account Manager

What makes this a great opportunity?

Working in full alignment with the Key account director, the Key account manager is responsible for developing and delivering mass retailer’s assigned P&L, leading commercial negotiations, and trade-marketing activations thanks to a tight partnership with Commercial marketing. Delivering a commercially growth agenda alongside of numeric distribution. This is a ‘hands on’ commercial role, fully integrated to support the delivery of the Business Unit strategy and sustainable profitable growth.

France is a 70 million sell out business with the ambition to triple in size by 2030.   

Role Responsibilities

Commercial leadership:

• Execution of the commercial strategy for the assigned market (French mass market retailers either centralized or decentralized : To be defined)
• Yearly and seasonal negotiation with assigned French mass retailer

• Accountable for pricing and profitability ambition for the market in partnership with commercial marketing incorporating the long-term brand and business ambition

• Drive monthly/ quarterly and annual business performance review and forecasting. Know the drivers underlying market results i.e. depletions, stock level, main activities for our brands and for competitors ad share best practice

• P&L ownership of the assigned client
• Develop superior trust relationships with distributors

• Build close and effective partnerships with all enabling functions internally especially commercial marketing and finance partner
• Champion compliance and professionalism. Keep well-informed of all laws, regulations and policies that govern each market and comfortable to lead in any crisis management situation.
• Deliver on RSVP3 goals annually (Range, Space, Visibility, Price, Promotion & Persuasion) at Account & store level
• Value-added approach to sales & strong problem-solving skills

Qualifications

EXPERIENCE & KNOWLEDGE

• First Key account management (2 years) experience dealing with French retailers and closing successfully yearly negotiation

• Strong track record of delivering ambitious growth in challenging environments.
• Financial Acumen – Demonstrate a ‘drive for results’ mentality and a broad business skill set, good strategic perspective and a mature and practical mindset
• Knowledge of the spirits market and laws governing the industry is a plus
• Experience in building commercial policy, delivering assortment strategy, building terms & conditions is a plus

SKILLS & BEHAVIOURS

• Result oriented Team player with a strong collaborative approach
• Business and relationship Focused
• Ability to work under pressure with a “can-do” attitude & resilience in adversity
• Agility – demonstrate flexibility and adaptability in a wide range of situations.  Embrace change and be able to adapt external best practice to own organizational situation
• Forward thinking and action orientated – challenges the status quo and proactively and creatively identifies opportunities for improvement. Decisive, commercially aware and customer focused approach
• Good administrative and organizational management
• Aptitude to lead & manage change