Key Account Manager Off Trade North-West (Open to all candidates, including protected categories - Law 68/99)

ABOUT THE ROLE

In this role you will be accountable for creating value through driving revenue and developing strategic relationships with key customers in Italy. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi's presence in Italy.

You will be responsible for delivering key revenue targets as determined by the Country financial plan.

You will develop, and maintain, an effective and strategic relationship with Key Customers and influence the positioning of Bacardi brands in the Country.

You will be accountable for the implementation of Commercial plan that delivers against customer and purchaser programs agreed in the Country Integrated Activity Plan (IAP) specific to Key Customers.

You will drive use of Picture of Success and approach to activate our brands to influence consumers at the point of purchase.

You will be accountable for market share performance in your assigned territory as well as across the entire Italian market.

You will identify opportunities and guide the development and execution of strategies to maximize Bacardi's performance in Key Customers in the Country, achieving value creation and capturing price.

This role is varied, and a large percentage of your time will be interacting with the Key Customers. As a result, you can expect to be travelling extensively to stay connected to all stakeholders.

KEY ACCOUNTABILITIES AND RESPONSIBILITIES

Deliver results & excellence in execution

• Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
• Deliver on Pictures of Success targets
• Deliver impact from channel and shopper marketing programs agreed in the Country IAP
• Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
• Drive, agree, and execute customer Joint Business Plans that deliver "win-win" value to Bacardi and customers
• Execute occasion-based price pack architecture to deliver improved mix
• You will be accountable for the effective implementation of our annual price increases
• Optimize promotional plans through the year through implementation of the ROI strategy and goals.
• Input into the shaping of the channel & portfolio strategy of the Country
• Input into the country IAP process to ensure local channel and customer needs are captured
• Build effective long-term relationships with Key Customers
• Provide accurate demand forecasting to Supply Chain teams
• Relentlessly drive a pay for performance approach with Customer

Develop talent and capability

• Implement standardized Commercial best practices
• Demonstrate expertise in category and shopper insights
• Serve as an advisor to Customers to drive mutual growth

Innovation: Identify, develop and make improvements to new ideas, techniques, procedures, services or products (Check one)

MEASURE OF SUCCESS

• Performance: Achieve financial targets (revenue, profitability) vs. budget for Key Customers in the country; Achieve Pictures of Success targets for Key Customers in the Country
• Value share: Drive Value share growth of key Bacardi brands in Key Accounts
• Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan
• Customer: Achieve target customer satisfaction measures
• Strategy: Participate fully in development, delivery, and ownership of the Country Commercial Strategy
• Employee engagement: Drive sustained improvement in engagement and enablement
• Talent: Deliver against talent management objectives

THE REWARDS

For this role, you will receive the following: A competitive base salary starting from 53K, quarterly and annual bonus in line with our Short Term Incentive Plan, company car and competitive local market benefits.

REPORTING LINES

• Reports to (Solid line): NAM Off Trade
• Matrix reporting to (dotted line): None
• Leadership Responsibilities: None
• Number Supervised: None

KEY RELATIONSHIPS AND INTERDEPENDENCIES

Your ability to operate and orchestrate seamlessly within the matrix will be critical for your success in this role and of the function.

Internally:

• Convey information to: None
• Adapt and Exchange (reach agreement with): Local Consumer and Customer Marketing/ Finance
• Influence (effect change): Country Commercial Leadership team / International Key Account Manager (if applicable)
• Negotiate with: Country Consumer and Customer Marketing teams

External:

• Convey information to: None
• Adapt and Exchange (reach agreement with): None
• Influence (effect change): None
• Negotiate with: Key Customers

CRITICAL EXPERIENCES FOR SUCCESS

• A bachelor's degree, Master preferred
• Experience managing Key Account/Customers in a leading FMCG company at national level
• People management experience including proven coaching abilities and leadership abilities to create a collaborative highly performing team
• Strong track record of delivery with Customers
• Strong negotiation skills
• Firsthand field sales experience
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