Key Account Manager
2 days ago
Date: Jan 6, 2025
- Location: South Melbourne, VIC, AU
- Additional Location:
- Function: Sales
- Seniority Level: Associate
- Employment type: Permanent
- Workplace Type: Hybrid
- Company: Campari Australia
Campari Group today is a major player in the global branded spirits industry, with a portfolio of over 50 premium and super premium brands, marketed and distributed in over 190 markets around the world, with leading positions in Europe and the Americas.
Headquartered in Milan, Italy, Campari Group owns 22 plants worldwide and has its own distribution network in 22 countries, and employs approximately 4,000 people.
Shares of the parent company Davide Campari - Milano N.V. are listed on the Italian Stock Exchange since 2001. Campari Group is today the sixth-largest player worldwide in the premium spirits industry.
**General Description of the Role**
The Key Account Manager is responsible for establishing and managing strong commercial relationships between Campari Australia and the State Key Accounts within their respective state/s. Through effective account management, the Key Account Manager will maximise profitability through the execution of National banner promotional programs, whilst building and executing business partnerships with the State Groups and MSOs.
The Key Account Manager is also responsible for the day-to-day management of all Independent wholesaler sheds within the state/s, including maintaining adequate stock levels and the management of all SKUs (including NPD and slow moving lines).
To achieve set volume and profit targets, the Key Account Manager will sit on the State Leadership Team for their respective states, and will need to partner closely to ensure the Field Sales Manager and field team is kept informed with all activity plans and relevant data analysis.
**Key Responsibilities and Activities**
The core responsibility of the Key Account Manager is to manage and develop the Key Account customers for Campari Australia, and to effectively manage the wholesaler sheds within their respective state/s.
- The emphasis in this role is to achieve volume, profit and execution results with their state/s through shared objective plans, in a way that encourages long term business growth and sustainable business relationships
- Negotiate and introduce business agreements with Key State customers to grow EBIT and build brand equity
- Negotiate trading terms for own key accounts
- Contribute to the development of forecasts for their respective state/s
- Work to improve Campari Australia’s knowledge of own State key accounts and overall state/s
- Deal with escalated customer problems for own accounts
- Ensure that National Brand Plans and strategies are reflected within own State Key Account promotional programs.
- In conjunction with the Marketing Team, develop a periodic promotional program plan
- Execution of new products, as per agreed brand strategies
- Ensure customer stock levels are sustained to an agreed level
- Ensure that Head of Independents and the Sales Leadership Team is aware of agreements, activities and promotional plans negotiated for own State accounts
- Timely communication of relevant information to the Field Sales team to ensure effective execution
- Oversee promotions executed in the State to ensure they are optimally designed and consistent with the State Key Account approach
- Work through the Field Sales Manager to discuss and resolve any inconsistencies between the State Plan and execution in the field
- Ensure compliance is monitored in conjunction with field teams to ensure a maximum return on investment
- Proactively analysing data, seeking opportunities and putting plans/actions in place to take advantage of the opportunities
- Review account performance on a quarterly, half year and annual basis
- Liaise with relevant industry bodies
**Key Relationships**
**Internal**:_ _**The Key Account Manager reports to the Head of Independents based in Sydney - who in turn reports to the Sales Director - Campari Australia.
The Key account manager will be based in our various state offices and is a member of the State Leadership Team, working closely with the State Field Sales Manager & State Trade Activation Manager.
The Key Account Manager is a key member of the National Business Team, working closely with interstate peers and with their Customer Marketing and Brand Marketing colleagues in the broader commercial team.
**External**:_ _State Promotional/Business Managers, Wholesale Managers and replenishment teams. Industry bodies.
**Experience Required**
- Currently operating in a Key Account role
- Experience and knowledge of the Independents channel is a pre-requisite - with experience within Liquor preferred
- A deep knowledge of the local market is critical
- Degree qualified
**CLASSIFICATION OF SKILLS**
**Account Management (Commercial Sales)**
**Functional**
- Account management / customer relationship management
- Negotiation skills - Researching an
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