Key Account Manager

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General Description of the Role

The Key Account Manager is responsible for establishing and managing strong commercial relationships between Campari Australia and the State Key Accounts within their respective state/s. Through effective account management, the Key Account Manager will maximise profitability through the execution of National banner promotional programs, whilst building and executing business partnerships with the State Groups and MSOs.

The Key Account Manager is also responsible for the day-to-day management of all Independent wholesaler sheds within the state/s, including maintaining adequate stock levels and the management of all SKUs (including NPD and slow moving lines).

To achieve set volume and profit targets, the Key Account Manager will sit on the State Leadership Team for their respective states, and will need to partner closely to ensure the Field Sales Manager and field team is kept informed with all activity plans and relevant data analysis.

Key Responsibilities and Activities

The core responsibility of the Key Account Manager is to manage and develop the Key Account customers for Campari Australia, and to effectively manage the wholesaler sheds within their respective state/s.

• The emphasis in this role is to achieve volume, profit and execution results with their state/s through shared objective plans, in a way that encourages long term business growth and sustainable business relationships
• Negotiate and introduce business agreements with Key State customers to grow EBIT and build brand equity
• Negotiate trading terms for own Key Accounts
• Contribute to the development of forecasts for their respective state/s
• Work to improve Campari Australia’s knowledge of own State Key Accounts and overall state/s
• Deal with escalated customer problems for own accounts
• Ensure that National Brand Plans and strategies are reflected within own State Key Account promotional programs. 
• In conjunction with the Marketing Team, develop a periodic promotional program plan
• Execution of new products, as per agreed brand strategies
• Ensure customer stock levels are sustained to an agreed level
• Ensure that Head of Independents and the Sales Leadership Team is aware of agreements, activities and promotional plans negotiated for own State accounts
• Timely communication of relevant information to the Field Sales team to ensure effective execution
• Oversee promotions executed in the State to ensure they are optimally designed and consistent with the State Key Account approach
• Work through the Field Sales Manager to discuss and resolve any inconsistencies between the State Plan and execution in the field
• Ensure compliance is monitored in conjunction with field teams to ensure a maximum return on investment
• Proactively analysing data, seeking opportunities and putting plans/actions in place to take advantage of the opportunities
• Review account performance on a quarterly, half year and annual basis
• Liaise with relevant industry bodies

Key Relationships

Internal: The Key Account Manager reports to the Head of Independents based in Sydney - who in turn reports to the Sales Director – Campari Australia.

The Key Account Manager will be based in our various state offices and is a member of the State Leadership Team, working closely with the State Field Sales Manager & State Trade Activation Manager.

The Key Account Manager is a key member of the National Business Team, working closely with interstate peers and with their Customer Marketing and Brand Marketing colleagues in the broader commercial team.

External: State Promotional/Business Managers, Wholesale Managers and replenishment teams. Industry bodies.

Experience Required

• Currently operating in a Key Account role
• Experience and knowledge of the Independents channel is a pre-requisite – with experience within Liquor preferred
• A deep knowledge of the local market is critical
• Degree qualified

CLASSIFICATION OF SKILLS

Account Management (Commercial Sales)

Functional

• Account management / customer relationship management
• Negotiation skills – Researching and being clear of the needs of the key stakeholders in the negotiation, and then effectively exploring alternatives and positions to reach outcomes that gain all stakeholders acceptance
• Strong Computer skills in excel, word and powerpoint
• Strong Financial Understanding
• Strong relationship building skills
• Aztec/category data analysis; Using the data to form insights, that can be used to activate on both strategic and tacktical level with the customer

Technical

• Customer Management - Understands the needs of the customer, and can articulate their business strategy.  Activity finds ways to meet and exceed customer expectations.
• Financial Management - Can demonstrate the impact on sales, profit, and market share of funds invested with the customer.  Constantly pursues ways in which to drive KPI’s, and looks for opportunities.  Attention to detail when putting together financial justification for investment.
• Internal Stakeholder Management - Communicates unique customer needs to internal stakeholders to ensure success.  Is an effective customer advocate, ensuring widespread understanding of customer strategy, and critical success factors. 
• Microsoft Office Suite - Proficientcy in Excel, Powerpoint and Word applications

Managerial

• Execution and Foresight - The ability to deliver results, overcoming difficulties, anticipating the future of the business/work and driving change.
• Innovative Problem Solving - The ability to find, implement and disseminate a culture of innovative solutions.
• Team working - The ability to work with others across all boundaries to reach common objectives and extraordinary results.
• Customer Focus - The ability to put himself/herself in the “clients shoes”, understanding their current needs and anticipating the future ones.
• Business Judgment - The ability to take effective decisions balancing market, products, financial and organizational issues.
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Our commitment to Diversity & Inclusion:

At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

Note to applicants:

Your application will be assessed based on your abilities, expertise, general knowledge and experience, not because of any confidential, proprietary or trade secret information you may possess. You must not disclose to Campari Group any such information. In the event that you are asked a question that cannot be answered without disclosure of any confidential, proprietary or trade secret information (including from a current or prior employer or their vendors or customers), you must decline to answer the question.

Notice to third party agencies:

Please refrain from cold-calling or emailing our executive leadership team or the HR community directly. The Talent Acquisition department manages centralized recruiting operations globally, including the selection and management of external suppliers. Currently, our preferred supplier list is at full capacity. To ensure we have your information on file for future consideration, we kindly request that you complete the online form provided here.