National Account Manager - Global Travel

Treasury Wine Estates; Twickenham; On-site; GBP 50,000 - 75,000; Full time

Job summary

A leading wine company is seeking a National Account Manager to enhance the visibility and presence of Penfolds in the global travel retail sector. This role involves developing and executing a strategic sales plan, maintaining client relationships, and ensuring targets are met, as well as providing leadership within the team. The ideal candidate will have significant experience in key account management, strong negotiation skills, and a degree in a relevant field.

Benefits

Employee product allowance for celebrated wines

Flexible working arrangements

Global career opportunities

Structured development programs for career growth

Additional leave day (TWEforME Day)

Qualifications

• Proven track record of sales success and delivery to targets.
• Minimum 5 years’ experience in national key account management.
• Experience in travel retail and dynamic customer interaction.

Responsibilities

• Develop and execute the Penfolds commercial sales and marketing plan.
• Maintain strong relationships with strategic customers.
• Achieve volume, revenue, and profit targets while maximizing brand exposure.

Skills

Negotiation

Analytical skills

Financial skills

Communication

Influencing skills

Education

Degree in Business, Commerce or Marketing

WSET Certification

Job description

About us

Treasury Wine Estates (TWE) is one of the world’s leading wine companies.We know that it’s thethinkers, makers and doers who have the most impact as we continue to strive towards being recognised as the world’s most admired premium wine company. We are proud of our portfolio of brands that have tremendous heritage, rich quality and a reputation for excellence across the globe. From the iconic luxury of Penfolds, to the broad appeal of Lindeman’s and newer brands like 19 Crimes, we are committed to creating memorable wine experiences for our consumers.

About the role

We are seeking a confident and experienced National Account Manager (Global Travel) to join our team and build the visibility, presence, and availability of Penfolds priority tiers in duty free and travel retail, as a Penfolds showcase channel.

As the National Account Manager you will develop, negotiate, and execute the Penfolds commercial sales and marketing plan for your market with strategic customers across the Global Travel sub channels of duty free and travel retail, cruise and airlines, (including customer’s e-commerce platforms) focused on aggressive yet sustainable sales growth.

Key Responsibilities Include:

• Develop, negotiate, and execute the Global Travel strategic plan with customers
• Maintain strong relationships with stakeholders to identify opportunities for growth and brand presence
• Build Joint Business Plans (JPB) with priority customers to ensure that the sales plan delivers category growth
• Manage strong commercial relationships and facilitate cross functional relationships across marketing, finance, supply and customer service
• Ownership of the P&L including achievement of volume, revenue and profit targets by maximising brand exposure and yield from promotional expenditure
• Deliver the financials for TWE with P&L accountability – volume, NSR, net margin and trade spend budgets, and deliver on KPO’s with key customers
• Provide a high level of leadership, development and coaching for the GT BA team
• Regular communication with the customers about performance, forecast and opportunities and key stakeholders to ensure execution of the plan
• Optimise pricing effectiveness (pricing strategy & promotional recommendations) by sub brand
• Innovate to deliver creative solutions for the customer addressing their needs within Penfolds framework
• Be the customer expert with a comprehensive understanding of strategies and tactics and communicate these effectively to internal stakeholders

About you

To be successful as the National Account Manager, you will need to be a strong communicator, with excellent influencing skills, and a proven track record of sales success and delivery to targets. As the role sits within Global Travel; you will be required to travel frequently so experience in travel retail, as well as the ability to understand, embrace, adapt and capitalise on change is a must; alongside experience in dealing with dynamic customers and proven track record in negotiation.

You’ll also need:

• A degree in Business, Commerce or Marketing
• Formal wine training (WSET) preferred
• Duty free and travel retail commercial experience preferred
• 5 years’ experience in national key account management in wine, alcohol or FMCG
• Strong negotiation, analytical and financial skills in planning and execution
• Experience of delivering on customer needs and operating within company strategy
• Strong strategic business focus

A full list of the Key Responsibilities and Person Specification for this role can be found on the attached Position Description.

What’s in it for you:

At TWE, we’re bold in our ambitions and passionate about our brands. You’ll be part of a collaborative, inclusive culture with opportunities to grow, innovate, and make a real impact in one of the world's most dynamic wine companies.

You’ll also get:

• Access to the world’s most celebrated wines through our employee product allowance
• True flexibility in determining how, when and where you work to achieve your potential
• Global opportunities across Australia and New Zealand, the US, Asia, UK/Europe
• Opportunity to build a career across multiple functions (we’re really good at doing this!)
• Structured development programs to support your health, wellbeing and career
• “TWEforME Day” – an additional day of leave each year, for you to do you

Culture

We bring our whole selves, we’re courageous and we deliver together – that’s our DNA. We’re a passionate bunch who enjoy working together, like to have fun and keep things down-to-earth. We’re brave enough and care enough to have the right conversations to get the best outcome and are famous for our can-do attitude. We’re definitely “glass half full” people, see challenges as opportunities and move with pace to achieve our goals.

Inclusion and Diversity

Just like the wide range and variety of brands in our wine portfolio, TWE embraces diversity and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin or on the basis of disability. If you require any assistance to be included in our process, please contact [e-mail] , quoting the job title and reference number.

In line with the Immigration, Nationality and Asylum Act, all applicants will be expected to provide proof of eligibility to work in the UK if invited to interview.

How to apply

We do move quickly at TWE and continually review applications, so if you don’t want to miss out, apply today!