Account Manager On Trade- Dubai/Abu Dhabi

Diageo; Dubai; On-site; AED 180,000 - 260,000; Full time

Job summary

Diageo in Dubai is seeking a results-driven Account Manager to grow a strategic On-Trade portfolio. You will build strong relationships with key customers, identify opportunities, and collaborate with distributors to ensure availability, visibility and activation.

The role focuses on account planning, commercial discussions and impactful in-outlet execution, supporting growth across Diageo brands in a dynamic market.

Qualifications

• Degree in Business, Marketing, Commercial Management or related disciplina.
• Typically 2–3+ years of relevant sales or account management experience in FMCG, beverage, hospitality.
• Strong understanding of on-trade environments including bars, restaurants, hotels and nightlife.
• Experience managing customer relationships and commercial discussions.
• Knowledge of account planning, sales fundamentals and outlet execution.
• Ability to collaborate with distributor and third-party sales teams.
• Strong numeracy and ability to use sales data to identify opportunities.

Responsibilities

• Manage & grow priority On-Trade accounts, building relationships and clear account plans.
• Lead account planning and support commercial negotiations within parameters.
• Drive in-outlet execution with distributor teams and marketing functions.
• Identify growth opportunities and optimize investment using insights.
• Build market proximity and advocate for customers within the Diageo ecosystem.

Skills

Account management

Sales aptitude

Commercial negotiations

Relationship building

Account planning

Data-driven decision making

Communication

Independent working

Education

Degree in Business/Marketing/Commercial Management

Job description

About the Function

Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere. It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About the role

Manage and grow an assigned portfolio of strategic On-Trade customers by building strong customer relationships, identifying commercial opportunities and ensuring Diageo brands win consistently at the point of consumption. Work in close partnership with distributor teams and internal functions to translate customer plans into outstanding availability, visibility, activation and execution while strengthening Diageo's direct connection and influence within the trade.

You will be responsible for:

• 1. Manage & Grow Priority On-Trade Accounts Build strong relationships with assigned strategic customers and develop clear account plans that identify opportunities to grow Diageo brands, distribution, visibility and value. Maintain deep understanding of customer priorities, outlet economics, competitive activity and evolving consumer occasions.
• 2. Lead Account Planning & Support Commercial Negotiations Lead account-level commercial discussions within agreed parameters and support the Commercial Manager on larger strategic negotiations and Joint Business Plans. Translate agreed commercial terms into clear actions and ensure commitments are delivered across Diageo, the customer and distributor.
• 3. Drive Brilliant In-Outlet Execution Partner closely with distributor sales teams, Customer Marketing, Marketing and Advocacy to translate customer plans into outstanding execution. Monitor availability, visibility, menu presence, activation, advocacy and agreed execution standards and address gaps rapidly with the relevant partners. This maintains the generic JD's emphasis on maximizing reach, availability and growth through strong understanding of On-Trade dynamics and consumption occasions.
• 4. Identify Growth Opportunities & Optimize Investment Use customer, consumer, competitor and outlet insights to identify opportunities across portfolio, occasions and activation. Track customer performance and commercial investments and recommend actions that strengthen effectiveness, profitability and return.
• 5. Build Market Proximity & Customer Advocacy Act as a strong Diageo ambassador within the On-Trade community, building relationships with customers, outlet owners, bartenders and hospitality stakeholders. Bring external insights and opportunities back into the organization and collaborate with Marketing, Customer Marketing and Advocacy to create distinctive customer and consumer experiences.

About You

• Degree in Business, Marketing, Commercial Management or related discipline.
• Typically 2–3+ years of relevant sales, account management or commercial experience, ideally within FMCG, beverage alcohol or hospitality.
• Strong understanding of On-Trade environments including bars, restaurants, hotels and nightlife.
• Experience managing customer relationships and commercial discussions.
• Strong understanding of account planning, sales fundamentals and outlet execution.
• Ability to work effectively alongside distributor and third-party sales organizations.
• Understanding of pricing, promotions and trade investment fundamentals.
• Strong commercial numeracy and ability to use customer and sales data to identify opportunities.
• Strong communication, relationship-building and influencing capability.
• High external orientation and passion for customers, brands and hospitality.
• Ability to operate independently, move with pace and find solutions in dynamic market environments.

Working with Us

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.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including: Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible. We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team. Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more.

Ready to bring your best? This could be your opportunity. If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

Worker Type :Regular Primary Location:Dubai Additional Locations : Job Posting Start Date : 2026-09-25

With over 200 brands sold in more than 180 countries, we’re the world’s leading premium drinks company. Every day, over 29,000 talented people come together at Diageo to create the magic behind our much-loved brands. From iconic names to innovative newcomers – the brands we’re building are rooted in culture and local communities. Our ambition is to be one of the best performing, most trusted and most respected consumer products companies in the world. Our founders, such as Arthur Guinness, John Walker, and Charles Tanqueray, were visionary entrepreneurs whose brilliant minds helped shape the alcohol industry. And through our people, their legacy lives on. Join us, and you’ll collaborate with talented people from all corners of the world. Together, you’ll innovate and push boundaries, shaping a more inclusive and sustainable future that we can all be proud of. With diversity at our core, we celebrate our people's unique passions, commitments and specialist skills. Because when varied voices, mindsets, and personalities come together, great ideas are born. In our supportive culture, your voice will be heard and you’ll be empowered to be you. Just bring your ambition, curiosity and ideas, and we’ll celebrate your work and help you reach your fullest potential.

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