Key Account Manager

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General Description of the Role

The focus of this position is on the excellence of the commercial performance in the Channel assigned, leading the development of the team and building relations with the corresponding clients. The successful candidate should be able to provide the clients with solutions aimed at supporting their growth and development together with our brands to meet the expectations of the Consumers.

The Key Account is the owner of the development, implementation and coordination of the strategic plan for their clients

Mission/Objectives

Key Responsibilities and Activities

• Responsible for creating the “Sales Strategy” and the “Annual Plan” to be implemented at Channel level and with the main clients.
• Responsible for setting Objectives at team and client level.
• Responsible for the execution of the sales strategy of Campari Group in order to reach the Price, Mix, Volume, Value, Profitability and Cash (Collections) objectives set for the Channel.
• Through their leadership, developing and implementing brand and category strategies to achieve the expected growth in line with the annual Target.
• Managing the Sales Budget of the Channel in an efficient and coordinated manner among different areas.
• Responsible for complying with the Sales Process.
• Leading perfectly executed projects on Trade, aligned with the Strategy for the Channel and the value of our brands.
• Managing the Clients Portfolio keeping all the necessary information and documentation updated to ensure business continuity.
• Focus on the Field to identify opportunities for growth.

Key Relationships

Internal:

• Demonstrated experience in team leadership.
• Management of a multidisciplinary team and impact on other areas.

External:

• Adaptability for negotiations with different profiles.
• Flexibility in relationships and appropriate language at different levels of an organization.
• Active listening, empathy and influence to achieve goals.

Experience Required

• Proven track-record on client management.
• Proven track-record on sales at Sales Executive level and/or Key Accounts and Supervision and/or middle management in mass consumption companies, preferably multinationals. Minimum experience required: 5 years.
• It’s essential to have experience managing Self-Service accounts.
• Good knowledge and skills in all aspects concerning sales operations of mass consumption products, including the management of accounts, sales and distribution systems and processes.
• Proven track-record on planning, organization and communication.
• Effective and strong leadership skills.
• Excellent analytical and numerical skills, in relation to the analysis of sales, financial, marketing and budget reports.
• Proven track-record on staff management, evaluation, training and development.
• Experience in working as part of a team and with other departments.

Education / Professional Qualifications

• University degree, preferably related to Business Administration, Marketing, Sales.
• Spanish Advanced, mandatory
• SAP experience
• English: Advanced level, mandatory.
• Excel experience

Skills

Functional

• Teamwork and interrelation among areas.
• Focus on developing people under their supervision and other areas.
• Building rapport with the team, exercising constructive pressure, accompanying and motivating. Leadership by example.
• Clear understanding of the Volume, Value, Profitability and Cash targets of their Channel per month, product and client.
• Clear understanding of the distribution and segmentation indicators (Channels and Sub-channels) and responsible for their development.
• Clear understanding of market indicators, Market share principles (Volume, Value), trends.
• Guaranteeing compliance with Sell In and Sell Out sales objectives (Volume, Value, and Profitability).
• Making sure the collections objectives assigned by channel/client are met.
• Responsible for the correct distribution of our portfolio and sell out trough the construction of solid, long-standing relations with our Clients.
• Outstanding performance in terms of Price, Promotions and Visibility implementation with focus on achieving the expected quality and distribution.
• Excellent execution of distribution/coverage plans (Territorial/client).
• Providing the sales team of their clients with brand knowledge by means of sales materials and training sessions.
• Responsible for the use of the Budget to design and execute Channel Plans and re-evaluate the success of the promotion based on the return of the investment (Profitability, Volume and Visibility).

Technical

• Clients' results: Sell In / Sell Out in Volume and Value; Profitability per client.
• Sales Team effectiveness (Activation, efficiency, distribution, coverage, drop size and visibility).
• Market Indicators.
• Budget.

Managerial

• Execution and Foresight

The ability to deliver results, overcoming difficulties, anticipating the future of the business/work and driving change.

• Leadership

The ability to envision, inspire, energize and lead the organization to extraordinary results.

• 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.

• Consumer Focus

The ability to put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones.

*For Marketing function only consumer is exclusive. For other functions, we may want to talk about Consumer or Clients if consumer does not apply.

• Technical Excellence

Mastery of a body of knowledge, coupled with the ability to apply, transfer and disseminate excellence across the organization.

• Business Judgment

The ability to take effective decisions balancing market, products, financial and organizational issues.

• People Development

The ability to develop and attract individuals.

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.