National Key Account Manager - Finland & Norway

National Key Account Manager - Finland & Norway

Location: Sweden

Reporting to: Head of Distribution Markets (Sweden, Norway, Finland & Luxembourg)

About Diageo

Diageo is the world's leading premium drinks business, with iconic brands including Smirnoff, Captain Morgan, Baileys, Tanqueray, Talisker and Johnnie Walker. Celebrating life every day, everywhere is our purpose, underpinned by our values: Passionate about customers and consumers, Freedom to succeed, Proud of what we do, Be the best, and Valuing each other.

Context

BxN is a standalone market within the Central and Eastern Europe cluster, comprising Denmark, Sweden, Norway, Finland, Belgium, Netherlands and Luxembourg. The cluster operates across highly diverse routes to market, including monopolies, distributors, and competitive open trade environments, creating a complex and dynamic commercial landscape.

In this role, you will be responsible for leading Diageo's distributor-led business in Norway and Finland.

Purpose of the Role

To lead the commercial agenda across Finland and Norway through distributor partnerships, delivering sustainable growth and long-term value in highly regulated and monopoly-driven environments.

Key Responsibilities

Strategic Distributor Leadership

• Own the end-to-end commercial relationship with distributors in Finland and Norway, acting as Diageo's strategic commercial lead.
• Set clear direction, priorities, and expectations through joint business plans, leading through influence and governance rather than day-to-day execution.

Growth Strategy & Market Development

• Develop and own the mid- to long-term growth strategy for both markets within monopoly and regulated frameworks.
• Identify portfolio, channel, and route-to-market opportunities to drive sustainable value creation.

Performance, critical metrics & Governance

• Define, agree, and rigorously track clear indicators across volume, value, execution, and brand performance.
• Lead structured performance reviews with distributors, ensuring accountability, corrective action, and forecasting accuracy.

Contract & Commercial Management

• Lead distributor contract negotiations, renewals, and ongoing commercial governance.
• Ensure commercial terms and ways of working support long-term growth and mutual value creation.

Monopoly Interface (via Distributors)

• Provide strategic direction on distributor engagement with Vinmonopolet (Norway) and Alko (Finland), including tender and assortment priorities.
• Challenge distributors to continuously improve the quality of submissions and execution within regulatory constraints.

Internal Leadership

• Act as the single commercial owner for Finland and Norway internally, ensuring strong cross-functional alignment and fully compliant execution.

Ways of Working / Role Expectations

This role requires a high level of independence, ownership, and commercial judgement.

Success depends on the ability to challenge distributors constructively, set clear expectations, and hold partners accountable for delivery.

The role operates with limited day-to-day structure and requires comfort working in ambiguous, regulated environments.

This is a leadership role getting results through others but can at time require hands-on executions.

Qualifications and Experience Required

• Strong and broad track record in commercial management, including customer-facing roles with full P&L accountability.
• Proven experience leading commercial strategy and execution in regulated markets and/or with state-owned customers.
• Demonstrated experience managing distributor relationships, setting goals, and navigating cross-cultural collaboration.
• Strong partner management skills with a track record of building credibility and trust.
• Advanced negotiation and influencing capabilities grounded in insight and long-term value creation.
• Strong financial competence and forecasting rigor.
• Fluency in English and at least one Scandinavian language is required.

Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.

We know that for our business to thrive and for Diageo to realize its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that helps our business to grow and our values, purpose and standards set the conditions for us to respect the unique contribution each person brings.

Flexibility is key to success in our business and many of our staff work flexibly in many different ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don't let anything stop you from applying.

Client-provided location(s): Stockholm, Sweden

Job ID: Diageo-JR1122175

Employment Type: FULL_TIME

Posted: 2026-01-21T23:55:44