Key Account Manager – Wine Industry | Australia

Expandys; Sydney; Remote; AUD 108,000 - 132,000; Full time

Benefits offered by this job

Competitive package

Home-based setup

Travel-friendly

Autonomy with senior exposure

Retail channel experience

Trans-Tasman potential

Job summary

Expandys is seeking a results-driven Key Account Manager to lead an established wine portfolio across Australia. This home-based role emphasizes strategic partnerships, revenue growth, and active new business hunting with interstate travel where needed.

You will report to senior management and collaborate with international teams to optimize margins, promotions, and listings. The position offers AUD 120,000 per year plus superannuation, car allowance, and performance bonuses, with a flexible

Qualifications

• Australian wine industry expertise and network across wholesale/retail channels
• Proven track record in managing customer relationships and growing sales
• Strong negotiation and deal-structure skills with ability to forecast and price effectively
• Independent, self-driven with high autonomy in a home-based setup
• Commercial mindset with proactive, versatile approach and strong communication skills
• WSET Level 2 or 3 is advantageous but not essential

Responsibilities

• Core portfolio management across Australia (~70%), expanding established customer base
• Build and nurture account relationships to drive satisfaction and revenue growth
• Prospect and convert new business opportunities (~30%)
• Lead commercial discussions on terms, pricing, promotions and range listings
• Progress national accounts as you grow product mastery and insights
• Track performance, margins and pricing; suggest portfolio improvements
• Coordinate with international leadership and support teams
• Represent the portfolio at client meetings and tastings; manage day-to-day operations

Skills

Key account management

Sales strategy

Negotiation

Relationship building

Commercial awareness

Communication skills

Wine industry knowledge

Independent & self-driven

Pricing & margins

Education

WSET Level 2 or 3

Tools

Excel

CRM software

Job description

Key Account Manager – Wine Industry | Australia

Location: Home-based in Australia (Sydney or Melbourne preferred)

Remuneration: Competitive salary package around AUD 120,000 per annum (including car allowance), plus superannuation and performance-based bonus.

Travel: Regular local customer visits with periodic interstate travel across Australia.

Location: Home-based in Australia (Sydney or Melbourne preferred)

Contract: Full-time, permanent position

Remuneration: Competitive salary package around AUD 120,000 per annum (including car allowance), plus superannuation and performance-based bonus.

Travel: Regular local customer visits with periodic interstate travel across Australia.

THE OPPORTUNITY

Global industry leader: Our client is an established international wine group with a strong portfolio of wines and beverages distributed across global markets.

Strategic growth mandate: To support the continued development of its Australian business, we are looking for a Key Account Manager to take ownership of an existing customer portfolio, strengthen commercial partnerships, and identify new growth opportunities.

High-impact career opportunity: This is an opportunity for an ambitious wine industry professional seeking a high level of autonomy, direct exposure to senior international management, and long-term career development.

WHAT YOU WILL DO

Key Account Management & Business Development

• Core portfolio management (~70%), managing and expanding an established customer base across Australia.
• Account relationship building, fostering trusted partnerships to secure customer satisfaction and sustainable revenue growth.
• New business hunting (~30%), actively prospecting and converting commercial growth opportunities.
• Commercial negotiation, leading discussions on trading terms, pricing models, promotional plans, and range listings.
• National account progression, stepping up to manage major retail banners as your product mastery and group insight grow.

Commercial Operations & Brand Development

• Performance & margin tracking, overseeing sales data, demand forecasts, pricing structures, and profitability.
• Portfolio growth & recommendations, identifying account opportunities and proposing wines tailored to customer needs and market trends.
• Cross-functional coordination, aligning commercial activities with international leadership and global support teams.
• Brand ambassadorship, representing the portfolio at client meetings, industry tastings, and trade events.
• Autonomous administration, managing reporting, commercial follow-ups, and day-to-day account operations independently.

WHO YOU ARE

• Australian wine industry expertise, with around 3+ years of hands-on key account or commercial management experience.
• Wine distribution market knowledge, spanning wholesale and retail channels across Australia.
• Proven track record in managing customer relationships, negotiating commercial agreements, and growing sales.
• Independent & self-driven, comfortable thriving in a fully home-based environment.
• Commercial mindset, proactive, resourceful, and highly adaptable.
• Strong communication skills, with excellent interpersonal and organizational abilities.
• Strong Excel proficiency, specifically in pricing models and margin calculations.
• Genuine passion for wine, eager to master a broad international portfolio.
• WSET Level 2 or 3 qualification is an advantage, but not essential.

Mandatory eligibility: Applicants must be Australian citizens or Australian permanent residents. Visa sponsorship is not available for this position.

WHAT'S ON OFFER

• Competitive package, including performance-based incentives.
• Established portfolio, with significant headroom for account growth.
• Flexible home-based setup, ideally in Sydney or Melbourne, with travel and client visits.
• High degree of autonomy, paired with direct exposure to senior international management.
• Dedicated support network, spanning experienced commercial, marketing, and back-office teams.
• Major retail exposure, progressing into national key accounts as you develop.
• Trans-Tasman potential, with future opportunities to expand responsibilities into New Zealand.
• Long-term career growth, within a leading international wine group.