Job Description
Location:
Rome
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 to 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.
About The Function:
Our Sales team loves 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. 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.
About The Role:
We have big ambition for Off trade Italian business and we need you as our Key Account Manager Off trade to manage our spirit brands in Rome. With reference as a dotted line to the National Account Manager & Regional Lead, you will get the daily responsibility to develop our Spirit Brands in your area in the off trade customers (GDO).
Role Responsibilities:
Creating compelling customer propositions that unlock growth opportunities and maximise sustainable profit delivery
Build a sell-out culture through the definition of a strong customer plan for the assigned customer including promo calendar, assortment definitions, listing of innovations and category management
Manage customer’s daily routines including order taking & management, forecast, stock management and payment
Visiting the assigned Off Trade Customers in the territory based on call frequency established for the relevant customer category
Building a deep knowledge on customers structure, commercial policies and way of selling
Developing collaborative & positive relationships/partnerships with all the customers and collaborators related
Negotiating 2nd level commercial agreements in line with Diageo Italia’s commercial policies
Delivering JBPs which bring value for both Diageo and customer
Engage with sell-out team to perfectly implement the customer plan defined
Performance monitoring:
Ensuring that activities within the agreed Customers are delivered with focus on 100% implementation to improve the return on investment and deliver the required brand and profit targets
In case of non-compliance, identify and drive corrective actions
Key outcomes:
MS growth within the assigned area
MS growth: drive MS growth through perfect execution of CUM plan and JBP with customers
NSV growth: drive turnover growth through customer management and crafting constructive and conditional plan with key customers
GM%: manage customer P&L to optimize investment and growth in a consistent way
Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock
Credit Management: support customers in order to avoid delay in payment terms
About You:
Strong negotiations skills
Highly organized, able to plan customer activities in line with the strategy for their territory
Minimum 3-5 years commercial experience in field Sales, preferably in FMCG sector beverage industry and Modern Trade channel
Languages: Italian native and English Good knowledge
Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.
Rewards & Benefits Statement:
We recognize and value performance, offering our people a highly competitive Rewards and Benefits package including an incentive plan that rewards you for delivering great performance, as well as company car and fuel card, mobile phone, etc. Industry leading sales capability training and working in the largest spirits' company in the world as part of our fantastic Off trade Sales Team.
Diversity Statement:
Our purpose is to celebrate life, every day, everywhere. Creating an inclusive culture where everyone feels valued and can belong is a crucial part of this. We embrace diversity in the broadest possible sense…
Worker Type:
Regular
Primary Location:
Milan
Job Posting Start Date:
2025-06-12
Seniority level:
Mid-Senior level
Employment type:
Full-time
Job function:
Sales and Business Development; Beverage Manufacturing
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