Key Account Manager

Key Account Manager, Diageo (On Trade Sales)

Location: London

Reports to: Senior Commercial Sales Manager - London

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

About the team:

Do you have an entrepreneurial mind-set and are interested in building new to market brands? Could you get involved in thinking strategically about the best way to nurture and grow existing customers whilst winning new business with our exciting and dynamic portfolio of brands? We are looking for enthusiastic, innovative and proactive people to join our the Diageo On Trade commercial team, to shape the future for new brands and deliver our growth ambition.

Diageo is a business built by brand founders and we are standing on the shoulders of those giants every day, with world famous brands such as Guinness and Johnnie Walker. As the dynamics in the spirits category continue to change, Diageo is creating the conditions to nurture our newest brands and invest in the future, to delight our customers and consumers. The team will nurture and grow an initial portfolio of 6 brands but will create the muscle and momentum to develop the next generation of Diageo acquired brands, creating an exciting pipeline of customer opportunities.

Your leadership, tenacity and agility will be key success factors in this role, as will be your ability to see the possibility and act with purpose and flair. You will be single minded in finding the right distribution and activation opportunities to cut through and create momentum. Your enthusiasm, energy and belief in our powerhouse brands, positive approach and bias to action will help to build a dynamic, creative team culture and forge the right business-building relationship with other commercial teams in Diageo GB, to leverage route to consumer expertise, unlock new opportunities and always keep the customer experience at the heart of decision making.

Strong commercial experience in building spirits brands will be essential to accelerating new brand opportunities, and ideally you will bring existing connections with key contacts and influencers within the industry.

The wide ranging brand portfolio at Diageo provides the KAM role a huge array of opportunities to match customer needs across the different segmentations of the on trade and in doing so will bring to life the brand identities that are core to the success of Diageo.

Diageo's culture is built and maintained by the five values that underpin its business and guide how Diageo grows - and these values will shine in the Ventures team and we move forward at pace. Building new brand presence in a complex and dynamic GB marketplace is challenging - the Diageo values of passionate about customers and consumers, be the best, freedom to succeed, valuing each other and proud of what we do will serve to support this growth journey on new to world brands.

Top Accountabilities

• As an Account Manager in the highly influential area of the On-Trade (9/top end of 90), which is the heartland of the core and premium spirits world. You will play a crucial role in building the status, equity and rate of sale of our brands through delivery of brand objectives throughout 250-300 key outlets in London.
• Collaborate on building and contributing to the on trade distribution agenda, paired with ROS driving tools to deliver annual financial (AOP) and market share objectives for the portfolio. In addition, you will work closely with a Reserve Account Executive who will support on menu creation, activations and customer engagement within your customer base. In addition, you will have the opportunity to work with the Brand Ambassadors, Customer Marketing and Category team to deliver the customer needs and commercial and activation goals.
• Accountable for P&L delivery of the portfolio within the customer remit. Successfully navigate return on investment decisions with each customer aligning with key priorities for sustainable and profitable growth. Successful activation of commercial & brand building growth drivers based on analysis and core insight into customer strategy and consumer behaviours.
• Deliver exceptional results for the customer and Diageo through a sustained commitment to outcomes delivered through effective cross-functional ways of working across our internal teams, paired with balancing key external partners e.g. RTM counterparts, who each play their specific role in building and supporting a great customer relationship.

Role Dimensions

• P&L responsibility for relevant customers in on trade channel for the portfolio and delivery of accelerated growth performance for the existing brands and any future acquired brands. Leading the commercial performance of the account via rigorous commercial management; unlocking growth and maximising sustainable profit delivery
• Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and conflict management/resolution skills
• Accurate forecasting and internal performance management with attention to detail, as well as proactive RTM and supply team connectivity to maintain brand visibility in outlet.
• Working effectively with an Activation Specialist to coordinate key focus brand plans across the customer base. This will require strong organisational skills, paired with proactive communication to deliver standout results for Diageo and our customers.

Experiences / Qualifications / Capabilities

• 3-5 years of commercial experience including On trade/Account management. Managing influential multiple retail customers to seek and build new brand opportunities, you will need previous experience in this sector to succeed.
• Deep understanding of what is important to influential on trade GB customer (in "9%" of trade) and using this insight to drive the creation and execution of a clear and powerful commercial plan. Finger on the pulse of what is happening on the ground in both on trade and third space arena, and brilliant relationships with key influencers in the industry. Category Knowledge across Spirits, TBA and trends. Passion for core, premium and super-premium brands, our customers & our consumers.
• Advanced negotiation and customer relationship building skills
• Robust commercial understanding, P&L literacy - innate numerical and analytical skills and ability to derive insight from data. Demonstrate deep personal accountability for performance.
• Ability to forge strong and effective cross-functional team relationships and confidently interact with senior partners internally and externally to deliver business outcomes
• Effectively networked, to manage multiple external customers as well as collaborating with internal partners to build value for our customers.
• Proactive and entrepreneurial attitude to grow existing and win new customers ahead of our competition

Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you're supported from day one.

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Ourambitionistocreatethebestperforming,mosttrustedandrespectedconsumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.]]>