Key Account Manager, Convenience

Job Title: Key Account Manager, Convenience

About us:

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future!

Join us to create a career worth celebrating!

About the function: Sales

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:

Purpose: The Key Account Manager will lead c-store key account management in the Southeast & Northeast Region of the United States. This role will drive the creation and execution of annual account plans by off premise customer to reflect brand and customer strategies and support the delivery of business goals.

There are 13 C-Store chain accounts, they include; RaceTrac, GPM, Wawa, QT Atlanta, QT Carolinas, Tri Star Energy, Spinx, Pilot, Refuel Market, Pilot, Sprint Mart, Mapco, Gate Petroleum and First Coast Energy.

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.

• 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.
• Travel (within assigned retailers markets) is a necessary part of this role, expect approximately 50% travel.

• 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 manages own resources within Diageo standards. Works with Distributor Manager teams who are key interface with the distributors who land the pricing. Works with other KAMs to ensure alignment and secure activity.

• Anticipates & identifies 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 Small Format Chain Director.

• 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 their specific retail accounts.
• 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.
• Deliver against account plans within managed budgets.

• 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. Current or recent relationships with RaceTrac and Wawa are a 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 Nielsen or Circana data is invaluable.
• Good working knowledge of Microsoft Office (Excel & PowerPoint)