Key Account Manager

Suntory Beverage & Food GB&I; Uxbridge; On-site; GBP 55,000 - 90,000; Full time

Job summary

Suntory Beverage & Food GB&I is seeking a commercially driven Key Account Manager for Tesco & One Stop. You will own relationships, drive growth, and lead plans that boost sales, profitability and brand presence, working cross-functionally to win on shelf and with shoppers.

Ideal candidates have 5+ years in FMCG sales, strong negotiation and analytical skills, and a proven track record of managing P&L and trade investments. Hybrid, market-focused role in the UK.

Qualifications

• Degree in Business, Marketing, Sales or a related field.
• Minimum 5 years' experience in Sales, Account Management or Commercial roles, ideally within FMCG.
• Strong P&L ownership and commercial management experience.
• Exceptional relationship-building and stakeholder management skills.
• Proven negotiation and influencing capabilities.
• Strong analytical skills and commercial decision-making ability.
• Advanced Excel and PowerPoint skills.
• Ability to work across multiple teams and functions.
• Passion for continuous learning and development.

Responsibilities

• Own and manage the P&L across your customer portfolio.
• Deliver ambitious volume, revenue and profit targets.
• Conduct regular business reviews to identify opportunities.
• Develop robust commercial plans for sustainable growth.
• Develop strong relationships with Tesco, One Stop and distributor partners.
• Understand customer objectives and create mutual value.
• Lead customer engagement and strategic planning conversations.
• Deliver activation plans for Lucozade, Ribena and Orangina.
• Ensure execution across promotions and customer initiatives.
• Drive visibility, availability and shopper engagement in store.
• Manage trade investment and ROI.
• Forecast accurately and support planning.
• Monitor performance and take corrective actions.
• Conduct regular Gemba visits to understand customers and market dynamics.
• Use market insights to shape recommendations and commercial decisions.
• Identify emerging trends and opportunities to accelerate growth.
• Work with Trade Marketing, Finance, Supply Chain and Commercial teams.
• Ensure seamless execution of plans across functions.
• Influence stakeholders to align behind goals.

Skills

Relationship building

Negotiation

Influencing

Analytical skills

Stakeholder management

Cross-functional collaboration

Ownership & accountability

Commercial decision-making

Education

Degree in Business, Marketing, Sales or related field

Tools

Excel

PowerPoint

Job description

At Suntory, we're passionate about creating beverages that consumers love and brands that make a difference.

As one of the world's leading beverage companies, we're home to some of the UK's most iconic brands, including Lucozade, Ribena and Orangina. Our success is built on innovation, entrepreneurial thinking and the talented people who bring our brands to life every day.

We're looking for ambitious commercial talent to join us and help shape the future of some of the nation's most-loved drinks.

About You

You're a commercially driven relationship builder who thrives on delivering results.

You enjoy owning customer relationships, identifying growth opportunities and turning strategic plans into measurable business success. You're equally comfortable analysing performance data, leading negotiations and influencing stakeholders across a complex organisation.

You are:

• A natural relationship builder who creates long‑term partnerships
• Passionate about FMCG and customer growth
• Commercially minded with strong P&L understanding
• A confident negotiator who can influence and challenge constructively
• Data-driven and focused on delivering results
• Collaborative and skilled at working cross‑functionally
• Motivated by ownership, accountability and continuous improvement

About the Role

As Key Account Manager for Tesco & One Stop, you'll play a critical role in delivering Suntory's commercial ambitions across two strategically important customers.

You'll own and manage customer relationships, drive business performance, and lead the delivery of growth plans that maximise sales, profitability and brand presence.

Working closely with internal teams and customer partners, you'll help ensure our brands continue to win both on shelf and with shoppers while unlocking new opportunities for long-term sustainable growth.

What You'll Be Doing

Drive Business Growth

• Own and manage the P&L across your customer portfolio.
• Deliver ambitious volume, revenue and profit targets.
• Conduct regular business reviews to identify opportunities and maximise performance.
• Develop robust commercial plans that support sustainable growth.
• Develop strong, collaborative relationships with Tesco, One Stop and key distributor partners.
• Become a trusted partner by understanding customer objectives and creating mutual value.
• Lead customer engagement and strategic planning conversations.

Bring Brands to Life

• Deliver best‑in‑class activation plans for iconic brands including Lucozade, Ribena and Orangina.
• Ensure excellent execution across promotional programmes and customer initiatives.
• Drive visibility, availability and shopper engagement in store.
• Manage trade investment effectively and deliver strong ROI.
• Forecast accurately and support business planning processes.
• Monitor performance and proactively identify corrective actions when required.
• Conduct regular Gemba visits to better understand customers, consumers and market dynamics.
• Use market insights and performance data to shape recommendations and commercial decisions.
• Identify emerging trends and opportunities to accelerate growth.

Collaborate Across the Business

• Work closely with Trade Marketing, Finance, Supply Chain and wider Commercial teams.
• Ensure seamless execution of plans and initiatives across functions.
• Influence stakeholders to align behind common goals and customer priorities.

What You Need To Be Successful

• Degree in Business, Marketing, Sales or a related field
• Minimum 5 years' experience in Sales, Account Management or Commercial roles, ideally within FMCG
• Strong P&L ownership and commercial management experience
• Exceptional relationship‑building and stakeholder management skills
• Proven negotiation and influencing capabilities
• Strong analytical skills and commercial decision‑making ability
• Advanced Microsoft Office skills, particularly Excel and PowerPoint
• Demonstrated ability to work effectively across multiple teams and functions
• Passion for continuous learning and development

Nice To Have

• Experience managing Tesco or major grocery retail customers
• Experience working with distributor partners
• Trade Marketing experience and understanding of shopper activation
• Sales or Commercial Leadership training
• Experience working within hybrid and matrix organisations

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, disability, neurodiversity, or differing abilities, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.