Key Account Manager

Suntory Global Spirits; São Paulo; Hybrid; BRL 120,000 - 180,000; Full time

Job summary

Suntory Global Spirits in São Paulo is seeking a results-driven Key Account Manager to lead the modern trade channel strategy across retail, supermarket chains and convenience stores.

You will drive sales growth, optimize promotions, and build strong relationships with channel partners while leading a cross-functional team. This role demands strategic thinking, data analytics, and effective negotiation across Brazil's retail landscape.

Qualifications

• Minimum 5+ years retail channel FMCG/spirits/drinks experience, spirits experience preferred.
• 3–5 years in managerial roles.

Responsibilities

• Develop and implement modern trade channel strategy to achieve sales/market share objectives.
• Analyze market trends and consumer insights to identify growth opportunities in modern trade.
• Build and maintain relationships with retail partners, supermarket chains, and convenience stores.
• Negotiate contracts and promotional agreements with channel partners to maximize visibility and sales.
• Lead and mentor a team of sales representatives and account managers in modern trade.
• Collaborate with marketing, finance and operations to align strategies and budgets.
• Oversee budget management for modern trade activities and track expenditures.
• Coordinate with supply chain to ensure product availability across outlets.

Skills

Team leadership

Strategic analytics

Negotiation

Communication

Adaptability

RGM principles

Customer management

Data-driven

Education

Bachelor's degree

Job description

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At Suntory Global Spirits, we craft spirits of the highest quality and deliver brilliant experiences to people around the world. Suntory Global Spirits has evolved into the world's third largest leading premium spirits company ... where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we're driving growth through impactful marketing, innovation and an entrepreneurial spirit. Suntory Global Spirits is a place where you can come Unleash your Spirit by making an impact each and every day.

What makes this a great opportunity?

The Key Account Manager will strategically lead the development and execution of the channel strategy, focusing on retail, supermarket chains and convenience stores.

Role Responsibilities

Driving sales growth, enhancing market share, and building strong relationships with channel partners. The manager will utilize market insights and consumer trends to optimize promotions and ensure product availability, while leading a high-performing team to meet organizational goals. Collaboration across departments and innovative approaches to the modern trade landscape are essential for contributing to the company's success in a competitive market.

• Develop and implement the overall modern trade channel strategy to achieve sales and market share objectives.
• Analyze market trends and consumer insights to identify growth opportunities within the modern trade sector.

Relationship Management

• Build and maintain strong relationships with key stakeholders, including retail partners, supermarket chains and convenience stores.
• Negotiate contracts and promotional agreements with channel partners to maximize visibility and sales.
• Monitor sales performance across various modern trade channels and implement corrective actions as necessary.
• Prepare and present regular sales reports and forecasts to senior management.

Team Leadership and Development

• Lead and mentor a team of sales representatives and account managers focused on modern trade channels.
• Conduct training sessions to enhance team skills in sales techniques, product knowledge, and customer relationship management.

Promotional Planning and Execution

• Collaborate with the commercial marketing team to develop and execute promotional campaigns tailored to the modern trade channel.
• Evaluate the effectiveness of promotional activities and adjust strategies accordingly.
• Inventory and Supply Chain Management
• Work closely with supply chain and logistics teams to ensure adequate product availability in all modern trade outlets. (S&OP, CPFR)
• Optimize inventory levels to prevent stockouts and excess inventory.

Market Analysis and Competitor Intelligence

• Conduct regular market analysis to track competitor activities and market dynamics.
• Use insights to inform strategic decisions and improve competitive positioning.

Budget Management

• Manage the budget for modern trade channel activities, ensuring effective allocation of resources.
• Monitor expenditures and ensure alignment with financial targets.

Cross-Functional Collaboration

• Collaborate with other departments, such as marketing, commercial marketing, finance, and operations, to ensure alignment of strategies and objectives.
• Participate in cross-functional meetings to share insights and drive business growth.

Qualifications

EDUCATION/LANGUAGES

• Bachelor as a most.

INDUSTRY EXPERIENCE

• Minimum 5+years retail channel of FMCG / Spirits / Drinks industry experiences, Spirits experience in industry preferred.
• 3 to 5 years of experience in managerial positions.

SKILLS

• Ability to lead and coach teams across country.
• High level of strategic, conceptual and data analytics skills
• Strong negotiation and communicator with the ability to influence in all levels internally, externally, and cross functional.
• Action-biased and output-oriented approach towards ambitious targets
• Exposure to working in rapidly changing environments.
• Demonstrates high levels of adaptability, flexibility regarding new challenges and the use of new networks and entrepreneurial skills.
• Understanding of business processes..
• Expert in Customer Management.
• Understanding of RGM principles

While relocation, immigration, and/or tax compliance support are not guaranteed, we may offer assistance to successful candidates depending on factors such as role requirements in accordance with company guidelines.

At Suntory Global Spirits, people are our number one priority, and we believe our people grow together in diverse and inclusive environments where their unique insights, experiences and backgrounds are valued and respected. Suntory Global Spirits is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, military veteran status and all other characteristics, attributes or choices protected by law. All recruitment and hiring decisions are based on an applicant’s skills and experience.