National Key Account Manager

LVMH; Melbourne; Hybrid; AUD 120,000 - 160,000; Full time

Job summary

Moët Hennessy Australia, part of the LVMH group, seeks a National Key Account Manager to lead national strategy across key wine and spirits partners. You will negotiate, plan and drive growth while elevating brand equity.

You will build strong retailer partnerships, manage forecasts, promotions and joint business planning with key accounts, in collaboration with Marketing and e-Business teams. This role requires Australian liquor market knowledge and NAM experience.

Qualifications

• Tertiary qualification in Business related field.
• Post Graduate studies in a business-related field desirable.
• Full English written and spoken proficiency.
• 1–3 years NAM/NKA experience.
• Thorough understanding of the Australian Liquor Industry.

Responsibilities

• Build strong customer relationships and deliver brand strategies and sales plans across designated Key Accounts.
• Lead forecasting and align with budget parameters and supply chain lead times.
• Lead & own customer relationship development, trade term negotiations, joint business planning and promotional planning with a focus on effectiveness & ROI for mutual growth.
• Assist in developing internal talent via coaching of the wider sales team.
• Maintain records of trading terms, trade spend and financial statistics for National Key Account customers.
• Build relationships with key customer decision-makers to enhance performance and goodwill.
• Monitor product performance and market trends; advise on timely actions for brand benefits.
• Collaborate with e-Business to maximize Sales and visibility.

Skills

Planning skills

Negotiation skills

Communication skills

Leadership

Teamwork

Data analysis

Education

Tertiary qualification in Business

Postgraduate studies in business

Tools

Circana/Quantium

Job description

For generations, our 27 Maisons, including Dom Pérignon, Veuve Clicquot, and Hennessy, have defined luxury. Now, it's your turn. Imagine a career fuelled by passion and creativity, where you redefine what's possible. We seek individuals who thrive in collaborative environments, sharing our love for craftsmanship, elegance, and integrity. We celebrate diversity and the pursuit of excellence.

An exciting opportunity aw aits a National Key Account Manager t o join our team, reporting to the Head of National Key Accounts . In this influential role, you will shape the national success of our exceptional portfolio, building powerful customer partnerships and unlocking sustainable growth. Through bold negotiations, category leadership, joint business planning and disciplined revenue management, you will deliver ambitious sales and profit goals while strengthening brand equity and elevating our market presence.

Job responsibilities

How you will contribute…

This key role focuses on building strong customer relationships and delivering agreed brand strategies and sales plans across designated Key Accounts. It aims to achieve volume, revenue, profitability and brand share targets through effective pricing, merchandising, promotions and other trade activities.

KEY ACCOUNTS MANAGEMENT

• Implement the strategies set out in the Brand Plans through clear, well-developed sales actions. Maintain a strong focus on core brands by prioritising pricing, distribution, trade stock levels, merchandising, promotions and other value-generating activities.
• Lead financial and supply chain forecasting for all products within the assigned customer account, ensuring forecasts align with budget parameters and supply chain lead times.
• Lead & own customer relationship development, trade term negotiations, joint business planning and promotional planning with a focus on effectiveness & ROI for mutual growth.
• Assist in the development of an internal talent pool via coaching and development of the wider sales team.
• In conjunction with the Commercial Finance team, maintain accurate & up to date records and tracking of trading terms, trade spend and financial statistics in respect of National Key Account customers.
• Build strong relationships with key customer decision-makers to enhance operational effectiveness, business performance and goodwill.
• Monitor and assess MHA product performance & competitors’ activities, evaluate market changes and trends, and recommend timely responsive actions for the benefits of the brands within customer base.
• Work across an Omnichannel universe, leveraging the best Sales, visibility & profit outcome within customer base, in conjunction with the e-Business team.
• Focus on retail pricing vision across all core brands in relation to agreed objectives and competitors’ pricing strategies.
• Monitor stock hygiene to minimize returns of unsaleable or damaged goods.
• Manage the display of core brands with floor presentations and enhanced facings at eye-catching levels in National Key Account Customer base.
• Work together with the Marketing Director, Customer Marketing team and Brand Managers to improve the effectiveness of promotions and to maximise operational efficiencies
• In consultation with the Marketing Director and Brand Managers, review business opportunities for core brands with a view to gaining market share through the development of new points of distribution, such that specific recommendations and action plans can be presented to the Sales Director for approval.

Profile

We are looking for unique and amazing talent. Join us if you have…

Education

• Tertiary qualification in Business related field
• Post Graduate studies in a business-related field desirable

Languages

• Full English written and spoken proficiency
• Preferred second language French or Mandarin

Experience

• Minimum 3-5 years commercial experience in sales with specific NAM/NKA experience.
• Likely to have 1-3 years in a National Account Management role in Wine & Spirits industry
• Thorough understanding of the Australian Liquor Industry
• In-depth knowledge of liquor consumption trends, habits and preferences of consumers in Australia
• Full understanding of modern selling, negotiation, and training techniques
• Affinity with and cultural ability to represent the values of “luxury” wines and spirits

Technical Skills

• Strong planning, presentation and negotiation skills
• Strong numerical, analytical and statistical skills
• Excellent communication, networking and interpersonal skills
• High standard of computer literacy (Word, Excel, PowerPoint)
• Proficient in using Circana/Quantium or similar data systems.

Management Skills

• Strong networking, influencing and communication skills
• High level of commercial awareness and an instinct for capitalising on profitable outcomes
• Excellent negotiation, presentation and diplomacy skills with a Win-Win mindset
• Possess strong leadership skills and a good understanding of people management
• An appreciation of the critical necessity to act as a team, and the ability to motivate and obtain team consensus in achieving agreed objectives

Personal & Interpersonal Skills

• Exceptional communication, networking and interpersonal skills
• Team player but can work autonomously
• Able to communicate clearly and effectively, at all levels in a multinational environment
• Ability to work under pressure and to adhere strictly to deadlines

Additional information

• You embark on a career journey with the leaders of luxury wines, champagnes, and spirits, within the prestigious LVMH Group.
• You enter a world of possibility where career development opportunities across our 5 global regions and within the entire LVMH Group are unmatched.
• You join a passionate workforce within our internationally diverse and inclusive teams, exploring the rich heritage of our Maisons and shaping the next chapter of our story
• You discover our essential relationship with our terroirs and the soils that define our products. Through our Living Soils Living Together program, we are committed to regenerating soils, reducing climate impact, and empowering communities for a sustainable future.
• You will share in our passion for hosting, the art of living, and creating products that celebrate life’s most memorable milestones, always experienced through responsible tasting.

Ready for a world of possibilities? Discover Moët Hennessy today!