National Account Manager GT EMEA

Treasury Wine Estates; Twickenham; On-site; GBP 40,000 - 80,000; Full time

Job summary

Join a forward-thinking company that is a leader in the wine industry, focusing on cultivating value through innovative strategies and strong relationships. In this dynamic role, you will drive the commercial success of a renowned brand in the travel retail sector, managing key accounts and executing strategic plans. Your expertise in negotiation and financial management will be crucial in achieving ambitious sales targets and fostering growth. With a commitment to diversity and a supportive work environment, this opportunity offers a chance to make a significant impact while enjoying a range of benefits that prioritize your well-being and professional development.

Benefits

Flexibility

Rewards and Discounts

Health and Wellbeing Initiatives

Qualifications

• 5+ years in national key account management in wine, alcohol, or FMCG.
• Strong negotiation, analytical, and financial skills in planning and execution.

Responsibilities

• Develop and execute the Penfolds commercial sales and marketing plan.
• Maintain strong relationships with stakeholders to identify growth opportunities.

Skills

Negotiation Skills

Analytical Skills

Financial Management

Communication Skills

Strategic Business Focus

Sales Success

Education

Degree in Business, Commerce or Marketing

Formal Wine Training (WSET)

Tools

Microsoft Office

Job description

About us

Treasury Wine Estates (TWE) is one of the world’s largest wine companies. At TWE we are led everyday by our purpose, Boldly Cultivating. We are boldly cultivating value through our brands, wine, people & environment for enriched & joyful communities.

At TWE we cultivate our teams to be their very best. And in turn, our people push us to make bigger and bolder decisions. Our focus on Boldly Cultivating unites us as a global team and fuels our vision to become the world’s most desirable luxury wine company – known for the experiences we create for our consumers, customers, partners, suppliers and our people.

To learn more about our purpose and our renowned portfolio of global brands, click here.

About the role

Build the visibility and presence and availability of Penfolds priority tiers in duty free and travel retail as a Penfolds showcase channel.

Develop, negotiate, and execute the Penfolds commercial sales and marketing plan for your market with strategic customers in across the GT sub channels of duty free and travel retail, cruise and airlines including customer’s e-commerce platforms focused on aggressive yet sustainable sales growth.

Global travel retail strategy & customer management

• Develop, negotiate, and execute the GT strategic plan with customers.
• Maintain strong relationships with stakeholders to identify opportunities for growth and brand presence.
• Monitor the implementation and measurement of objectives, and provide feedback to maximise learnings
• Build Joint Business Plans (JPB) with priority customers to ensure that the sales plan delivers category growth.
• Conduct business reviews to agreed standards focused on business development and category growth
• Manage strong commercial relationships and facilitate cross functional relationships across marketing, finance, supply & customer service
• Ownership of the P&L including achievement of volume, revenue and profit targets by maximising brand exposure and yield from promotional expenditure

Drive the achievement of key commercial objectives and delivery of KPIs

• Deliver the financials for TWE with P&L accountability – volume, NSR, net margin and trade spend budgets
• Deliver on KPO’s with key customers based on
  • Identified opportunities for growth based on customer and business needs
  • Utilise skills in financial management to maximise ROI for Penfolds in tactical or negotiations with customers
  • Oversee all activities related to customers to ensure effective management of trade spend

People leadership, communication & coaching

• 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
• Provide feedback on the effectiveness of execution initiatives to drive volume, share and profitability
• Ensure adequate product knowledge and selling techniques training to enable effective depletion

Pricing & promotional effectiveness

• Optimise pricing effectiveness (pricing strategy & promotional recommendations) by sub brand.
• Management of the promotional clash calendar for the region by customer
• Deliver promotional activity in accordance with brand strategy
• Innovate to deliver creative solutions for the customer addressing their needs within Penfolds framework

Customer expert

Be the customer expert with a comprehensive understanding of strategies & tactics and communicate these effectively to internal stakeholders. Focus on the following:

• Customer proposition and differentiation
• Growth strategies and targets
• Execution capabilities – to include what we can achieve in store with brand ambassadors
• Customer financial metrics and performance

About you

• Degree in Business, Commerce or Marketing
• Formal wine training (WSET) preferred
• Duty free and travel retail commercial experience preferred.
• Eight (5) years 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
• Experience in dealing with dynamic customers & proven track record in negotiation.
• Ability to understand, embrace, adapt and capitalise on change.
• Strong communication and influencing skills.
• Proven record of sales success and delivery to targets.
• Proficient in Microsoft Office: Word, Excel, PowerPoint & Outlook.
• Travel Retail sales experience preferred
• Frequent travel

Why you’ll love it here:

We offer a range of great benefits such as flexibility, rewards and discounts and health and wellbeing initiatives. To find out more, click here.

It takes all varietals!

At TWE, we proudly celebrate diversity and are committed to being an equal opportunity employer. Our goal is to build a workforce that reflects the diversity of the consumers who enjoy our products.

All qualified applicants will be considered for employment regardless of age, race, colour, religion, sexual orientation, gender identity, national origin, or disability. If you require any assistance to be included in our process, please contact [e-mail], quoting the job title and reference number.

How to apply

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