Key Accounts Manager - Off Trade

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Job Location: Athens

Reports into: Commercial Director

Hybrid working: 60% Field / 40% in the office

General Description of the Role

We are looking for an experienced professional with 3-5 years' sales/Key Account Management experience in FMCG companies. Experience from beverage sector (spirits, beer, soft drinks) will be considered a plus. The resource will be placed within the Modern Trade Channel Sales Department and will report to the Commercial Director.

Mission/Objectives

The MT Key Accounts Manager will play a pivotal role in driving the company's success within the retail channel, fostering strong relationships, and achieving sustainable business growth. This role aims to drive revenue growth, market share expansion, and long-term profitability by understanding the unique needs and goals of each key account and developing tailored strategies to meet and exceed those expectations. By acting as a trusted advisor and collaborator, the Key Accounts Manager will ensure that both our company and the key retail accounts mutually benefit from the partnership, resulting in sustainable business success.

Key Responsibilities and Activities

The Modern Trade Key Accounts Manager will be responsible for the following achievements:

1. Revenue Growth: Drive consistent revenue growth by identifying new sales opportunities, cross-selling/up-selling products, and executing effective promotional strategies within key retail accounts.
2. Market Share Expansion: Work collaboratively with key retail accounts to strategically expand market share through innovative product placement, optimized shelf space allocation, and targeted marketing campaigns.
3. Relationship Building: Build strong, lasting relationships with key stakeholders at retail accounts, including decision-makers, category managers, and merchandising teams, to become a trusted partner and advisor.
4. Customized Strategies: Develop and implement customized business strategies for each key account based on a deep understanding of their market positioning, consumer demographics, and competitive landscape.
5. Negotiation: Lead negotiation processes to establish favorable terms for both parties, focusing on pricing, promotions, supply chain efficiencies, and other relevant terms.
6. Forecasting and Planning: Collaborate with internal teams to accurately forecast demand, manage inventory levels, and ensure seamless supply chain operations to meet the needs of key retail accounts.
7. Team Collaboration: Collaborate with cross-functional teams including marketing/customer marketing,  supply chain, and customer service to ensure seamless execution of strategies and alignment with company goals.
8. Long-Term Partnership: Develop a partnership framework that focuses on mutual growth, loyalty, and sustainability, ensuring that key retail accounts view us as an integral part of their business success.

Key Relationships

Internal: Sales, Marketing and CCM team, Customer Service, Credit Controller

External: Modern Trade Customers

Experience & Education & Skills

• Minimum 3 years’ professional experience in Sales roles or other Commercial roles. Having experience in Key Accounts management is essential
• Bachelor’s degree in Business Administration or relevant disciplines with related professional qualification. A Master’s degree or an MBA will be considered an asset
• English language - strong writing and speaking ability
• IT Literacy
• Driver’s license

Required Skills & Traits

• Results orientation
• Excellent interpersonal skills
• Customer Centric
• Financial Acumen
• Analytical skills
• Pragmatism and problem solving
• Proactivity
• Team working

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.