Diageo is the world’s leading premium drinks company, a business built on the principles and foundations laid by the giants of our industry. We are looking for a Key Accounts Manager to join our team. Aspiring consumers are influenced by what high-end consumers enjoy and the experiences they have. To influence aspirers, we first need to influence high-end consumers through activations. We aim for them to aspire to the cultural lifestyle projected via our brands in high-end accounts. PR via culture teams drives this aspiration, while the reserve model focuses on partnerships across top accounts in chose strategic cities. Diageo needs inspired, motivated, and equipped commercial managers capable of exceeding goals and winning in the market.
Role Responsibilities
- Profit and NSV Management: Own the Premium numbers and manage profit and Net Sales Value (NSV) targets. Develop truly world-class collaborative customer partnerships and strategies.
- Relationship Management: Develop and orchestrate end-to-end relationships via a cross-functional network within Diageo and the customer base.
- Brand Activity Coordination: Develop and coordinate tailored brand activity by channel and major customer. Drive the highest standards of execution for all specified outlets.
- Category Strategy: Contribute to shopper and category insights resulting in powerful and breakthrough category strategies. Obtain and apply facts and data to drive excellence in planning, decision-making, and performance measurement.
- Forecasting: Develop accurate forecasting through demand planning resources. Monitor, evaluate, and advise on Brand/Customer volume, trends, and dynamics to grow in line with business ambition.
- Account Planning: Create, develop, and execute world-class account plans.
- Distribution Management: Identify and manage brand distribution (listing) opportunities for all Reserve brands.
- Event Coordination: Coordinate experiential events to build Premium brands’ equity and win with consumers through trend-setting experiences.
- Contracting: Manage contracting for 100% TLA and 50% of gold and silver accounts through JUCPS.
- Execution Excellence: Identify everyday minimum execution standards (365 Essentials) and use proven commercial selling skills to match customer needs with business propositions.
Requirements and Qualifications
- A suitable University Degree (BA/BSc/HND).
- 3–5 years’ experience gained across commercial and other functions; cross-functional experience is an advantage.
- High cognitive ability.
- Exposure across different channels and customer sophistication levels (e.g., Modern Trade, Key Accounts, and Field Sales).
- Track record of success in highly demanding sales organisations (FMCG), specifically in alcoholic beverages.
- Solid understanding and demonstrated delivery in challenging trading environments, including pricing, negotiations, and strategy development.
- Experience resolving numerous conflict-filled situations and negotiating with powerful customers.
How to Apply
Interested and qualified candidates should apply online via the Diageo careers portal on Workday by visiting the application link provided below.
