Key Account Manager, Diageo Beer Company

Job Description :

Diageo is a world-class leader in beverage alcohol with an outstanding collection of brands across spirits and beer! Diageo has over 200 outstanding brands – old and new, large and small, global and local, with brands sold in 180 countries at almost every price point, in every category to meet consumer demand.

Diageo is the leading spirit player in every region of the world, highlighting a broad portfolio of both international and local brands. Diageo leads the top two largest spirit brands in the world, Johnnie Walker and Smirnoff, and 20 of the world’s top 100 spirit brands. Its portfolio includes Crown Royal, Cîroc and Ketel One vodkas, Captain Morgan, Buchanans, Don Julio, Casamigo’s, Tanqueray, Baileys and Guinness!

Purpose:

The Key Account Manager will lead key account management in the Great Lakes Region (Michigan, Ohio, and Western PA) of the United States. This role will manage the execution of annual account plans by off premise customer to reflect brand and customer strategies and support the delivery of business goals. There are 5 Grocery chain accounts and that span across 7 states.

Financial Responsibility:

• Responsible for selling programs and distribution to local national/retail accounts, which will deliver the volume and profit plan.
• Responsible for achieving AOP spending plan and monitoring the monthly invoices to ensure no overspend. •
• Communicate total Diageo spending updates internally.
• Regularly monitor and communicate performance against display execution and planogram space.
• Submit to director proposals relative to business spending needs that will drive incremental volume.

Complexity of Role:

• The Key Account Manager will have a solid understanding of business, financials, products/services, the market environment(s), and the needs of assigned accounts; may help develop colleagues' understanding; may be recognized as an expert in one area.
• Complexity is high (territory/account, products/services, sales, or account management process); may serve as team lead.  

Management Responsibility:

• The Key Account Manager has a high level of authority/opportunity to set and negotiate product/service terms.  
• Plans own territory or account approach and leads own resources within Diageo standards. Works with Distributor Manager teams who are key partners to the distributors who land the pricing.  Works with other KAMs to ensure alignment and secure activity.  

Decision Making:

• Anticipates & finds opportunities or issues that potentially could add value or prevent the business from meeting/exceeding or under delivering against sales objectives. •
• Decisions are guided by policies, procedures, and business plan; receives guidance from Chain East/Central Director.

Key Outputs/Results:

• Achieve annual performance goals.
• Manage execution of annual account plan
• Implement annual account plans by off premise national/retail account customer to reflect brand and customer strategies and support the delivery of business goals.  
• Coordinate all account specific activities across DBC Regions and distributors.
• Execution - deliver against promotional activation, and customer performance (promotion, pricing, brand equity)
• Provide input to all account specific category management initiatives.
• Lead the communication process across divisions of national/retail account.
• All team members will have a clear understanding of their role and stated performance objectives and personal development themes. Consistently work with distributors and attend QBR’s, QBP’s and ABP’s. Must be strategic and forward thinking. Must always be looking for opportunities to drive the business forward.
• Must be able to develop strong business relationships both internally and externally.  

Experience:

• BA/BS College Degree Required
• Minimum 5+ years relevant experience required, preferably in Consumer Packaged Goods or Beverage Category
• TBA or CPG account management experience including customer planning. A current or recent relationship with Meijer is a significant plus. Deep understanding of distributor operations including pricing and programming. Proven success influencing and negotiating customer strategy and execution.
• Good written & verbal communication skills
• Familiarity with IRI or Nielsen data is invaluable.
• Good working knowledge of Microsoft Office (Excel & PowerPoint)

Worker Type :

Regular

Primary Location:

Off Site Michigan

Additional Locations :

Job Posting Start Date :

2024-01-31

Salary Range:

Minimum Salary:

$91395

Maximum Salary:

$152325

At Diageo certain