International Key Account Manager

About us

Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. With over 200 brands in 180 countries and a global network of entrepreneurial individuals, our teams blend a diverse range of experience, knowledge and skills. We connect customers and consumers to our iconic products and create innovative experiences that bring people together to celebrate life.

About the function

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

About the role

Travel requirements: c.35+% travel

Team: No direct report

Reporting to: European International Customers & Alliances

The International Customers Manager will play a pivotal role in building plans to negotiate with the Europe International Customers/Alliances and its members to improve revenue and share while building long-term sustainable growth.

You will be expected to help to build strategic principles for success, transform the trading terms and review the buying alliance landscape to recommend an approach for major alliances both now and in the future.

Strong leadership is required to collaborate and influence a range of internal colleagues such as KAMs, FDs, Commercial Directors from many countries.

Externally, the role also plays a critical role in dealing directly with Buyers and negotiators of the Customers and Alliances for the negotiations and representing Diageo in some European Associations such as Illec and AIM.

Key outcomes:

-Deliver great performance.

• Deliver Global customer sales plans (Customer AOP Global Nit & Europe NSV)
• Deliver sustainable margin expansion plans within global customer P&Ls. Drive step-change in ICA returns through excellent deployment and management of contractual terms, pricing corridors and investment criteria. The BPM / M&E processes ensure real accountability for customer performance at market level
• Partner with country in building local Joint business plans & implement at scale in country. Deliver these outcomes in line with Global Sales Team standards
• Deliver share gains for Diageo spirits and win key battlegrounds.

-Drive out costs.

• Take active lead role in RGM agenda within Global customers. Identify cross-country and in country opportunities and implement them in partnership with country teams
• Support countries in optimizing Trade terms investment efficiency using customer P&L tools in coordination with commercial finance partner.

-Deliver commercial strategies and value creation plans for Global Customers supporting the One Europe agenda.

• Deliver clear & differentiated portfolio and channel plans across global customers that enhance value and enable effective negotiations.
• Embed one Europe execution approach to drive scale activation behind core brands, Reserve and innovation. Unlock shopper marketing & category platforms to drive value growth
• Support Europe digital commerce agenda by embedding digital plans into global negotiations and activations

-Inspiring Organizations (internal and external)

• Cluster/Channel heads are aligned to the strategy, resource allocation and executional plans.
• Country sales teams have the tools, capabilities and support they need to implement perfectly. We meet - and exceed - our customer's expectations of a strategic partner due to the quality of our relationships, business insights and executional excellence
• Well established relationships with senior customer contacts and industry peers are in place: Diageo is seen as a leading authority on customer marketing & customer teamwork. This customer selects us as their partner of choice.
• Effective collaboration at all points of the value chain from supply chain to instore activation to data/intelligence & technology.
• Provides tailor-made assessments on trade terms defensibility supporting with risks and recommendations.

Decision maker for:

-Customer / channel plans & strategies

• Recommend, lead global customer strategy - directly with global customer teams, indirectly thru country customer/Diageo teams
• European JBP results
• Promotional Plan and Conditionalities
• Risk Management (Pricing and Terms)
• Top to Top contact strategy

-Customer negotiation strategies

• Leads key account negotiations at Global/pan-European level
• Owns M&E and driving value and margin enhancement plans for Global Customer P&Ls. BPM process for international customers

-Strategy development and business management

• Deep understanding of customer P&L, profitability drivers & trade terms structures
• Consistent track record to drive RGM/value growth outcomes with large, multi-country customers
• Brings strategic approach to see and devise effective channel & portfolio plans across customers. Develops effective 3-5 year customer plans and negotiation strategies to increase value for Diageo
• Quickly builds reputation for expertise in the industry with peers and key influencers

About you

Top leadership capabilities for this role:

• Ability to orchestrate a large number of senior stakeholders internally and externally.
• Demonstrates - and encourages in others - deep personal accountability for great performance and beating the competition.
• Moves efficiently between customer/brand strategy and operational detail
• Effectively partners with cross-functional departments (supply, e-commerce, customer marketing, legal, RGM and finance)
• Creates stretching, yet realistic customer value growth plans. Has ability to reframe value eroding negotiations into growth driving category and portfolio plans.

Experience / skills required:

• Strong and broad track record in commercial with significant tier 1 account handling experience including International Key Accounts (JBP's), Buying or Service Alliances, P&L accountability and customer marketing experience.
• Experience in working for - or with - a large leading retailer at national or global level
• An authority in negotiation, resolving issues and creating collaborative relationships
• Has an established network of external relationships - industry peers, key customer contacts and relevant industry authorities.
• Fluent English. French and/or German speaking desired.

Working with us

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application. Please upload the CV in English.

Client-provided location(s): Paris, France, Milan, Italy, Amsterdam, Netherlands, Madrid, Spain, Hamburg, Germany

Job ID: Diageo-JR1121777

Employment Type: FULL_TIME

Posted: 2026-01-29T23:54:05