The Key Account Manager – Wholesalers (KAM) is an exciting new role in the retail structure, dedicated to managing our beer and RCS portfolio and delivering on the Wholesaler Strategy. The KAM is responsible for delivering profit and revenue targets from customers across the Wholesaler channel by understanding the customer’s value chain and identifying opportunities to jointly create more value. This role will work closely with the On Premise team to ensure synergies and focus areas are aligned for maximum commercial impact.

We are able to consider candidates from both Melbourne and Sydney!

Key Accountabilities:

• Develop the account plan incorporating range (portfolio and innovation), pricing and promotions in consultation with the Wholesaler NAM and Wholesaler NAE, and in line with the business unit strategy.
• Deliver on engagement plan with key stakeholders, through JBP and QBR process.
• Manage compliance of trading terms.
• Articulate ‘what success looks like’ in execution and outcomes.
• Engage the field sales teams (internally and externally) to establish execution standards and metrics in line with the key account strategy.
• Ensure activity implemented and BDF deployed as part of JBP within account – promotions, activations, and incentives
• Build effective long-term relationships with customers by understanding their key business drivers & requirements.
• Manage and oversee the claims validation process for Accounts managed.
• Manage the customer contact matrix from Board to Warehouse relationships.
• Understand the customer value chain and identify how to jointly create value.

About you

• Solid experience in an account management role such as KAM/KAE/NAE across FMCG
• Demonstrated knowledge of the On Premise and Wholesalers including Joint Business Planning, BDF deployment, understanding of the market preferred
• Proven ability to exceed sales targets using a structured data-driven planned approach – strong numeric, analytical and problem-solving skills
• Customer segment profitability analysis – able to evaluate customer performance in consultation with finance/commercial analysis
• Account planning – able to translate the segmentation strategy into venue plans and establish clearly aligned goals and targets
• Revenue planning – able to build business case / cost-benefit analysis - strong numeric, analytical and problem-solving skills
• Skilled in communicating verbally and delivering articulate presentations
• Strong resilience with the ability to succeed in a competitive environment and under pressure