Senior Manager- Key Accounts

Diageo Americas; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Diageo Americas in Mumbai seeks an experienced sales professional to drive commercial delivery across territories. You will develop sales plans, monitor objectives, manage key accounts, and lead a team to achieve NSV and market share targets.

Responsibilities include channel engagement, contract negotiations, on-time activations, and robust reporting on brand performance. MBA in Sales/Marketing preferred; 6–8 years in FMCG/ALCO-BEV is desirable.

Qualifications

• MBA in Sales/Marketing preferred
• 6-8 years of sales experience in Alco-Bev or FMCG
• Experience in leading territory sales and driving NSV growth

Responsibilities

• Develop sales and marketing plans to boost consumer preference and volumes.
• Maintain relationships with key accounts and drive revenue growth across channel and territory.
• Negotiate and finalize terms of trade with key accounts and manage contracts.
• Coordinate with marketing to ensure timely activations and outlet execution.
• Monitor NSV and market share targets; report performance and insights.
• Train and develop team to meet monthly sales and activation targets.

Skills

Client relationships

Sales planning

MIS knowledge

Excellence focus

Team development

Negotiation

Presentation skills

Communication skills

Education

MBA in Sales/Marketing

Job description

Job Description :

About the Function:

Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter. It's a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You'll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About the role:

AREAS OF RESPONSIBILITY

1. Commercial delivery
   • Develop sales and marketing plans to build consumer preference and drive volumes for achievement and growth in the territory.
   • Develop and monitor individual sales objectives on monthly / quarterly and annual basis.
   • Ensure the NSV achievement in the territory is as per budget and maintain the right brand mix.
   • Ensure Increase in Share of Business (Market Share) across segments as per plan NSV
2. Relationship & team management
   • Maintain relationships with all the key accounts for ensuring overall pipeline & revenue growth within channel and territory.
   • Engage channels to close sales and deliver services thereby ensuring higher market share.
   • Work as SPOC for the organisation and establish strong rapport with channel partners to win confidence, anticipate needs and deliver appropriate product solutions
   • Take quick decisions at the Market place and close deals at his/her level with minimum supervision or escalation
   • Develop team to ensure monthly sales & activation targets are on track and as per IOP Relations / OTIF / Team Handling
3. S&D/ Tie-ups
   • Meet the WOD targets of the brands by ensuring the availability of relevant brands & variants on the outlets in the territory.
   • Manage the new product launches in the region.
   • Negotiate & finalize annual contract and terms of trade with key accounts in the territory. WOD
4. Customer marketing
   • Responsible for on time and smooth execution of the activations as per marketing plan by selecting the right outlets in the territory
   • Prepare reporting on the brand's performance, needs and forecasts.
   • Ensure proper usage of brand and promotional elements and measure effectiveness of consumer activations (ROS / M&E).
   • Coordinate with 3rd party agency for execution of the activations / launch at the outlet. On time/Right outlets selection/ROS/M&E
5. Process & systems
   • Make regular sales calls to designated on premise accounts to cultivate customer relations and satisfaction with service provided.
   • Keep the trade informed about pricing, promotion schemes etc.
   • Responsible for the correct and timely submission of the claims and daily sales reports.
   • Keep a track on the competitor's activity and report the same to the reporting manager.
   • Keep track of the KAE's monthly Outlet wise Sales plan & report & monitor the same to ensure monthly IOP NSV & Market share targets are being met for the Region Reports
6. Execution & staff training
   • Maintain the organisation standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet.
   • Effectively train customer staff on products and execute product tastings and product presentations.
   • Execute the marketing plans at the outlets as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets. QDVP Contracts to drive Market share/Visibility/Activations
7. Collection
   • Review customers' credit status and collect outstanding as per the USL credit policy.
   • Coordinate with Finance department on a weekly basis to ensure accounts remain in good standing Collections

Experience / skills required:

• MBA in Sales / Marketing preferred

Experience:

• 6-8 year's experience in sales in Alco-Bev or FMCG industry
• Could be from the hospitality sector

Knowledge & skills:

• Maintain healthy Client Relationships
• Thorough knowledge of Sales Planning & MIS
• Emphasizing strong focus on Excellence
• Developing & managing a team
• Negotiation & commercial acumen
• Presentation Skills
• Communication Skills

Best Suited for someone who

• Likes to understand the psyche of others
• Has a very strong service focus
• Believes in perfection when it comes to execution
• Wants to be in the premium end of the business
• Is more Urban/Metro/Headquarter oriented
• Interested in learning about Premium/Luxury brands
• Is a good team player & Good Team Manager

Working with us

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to manage your wellbeing and balance your priorities from day one.

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package.

Our purpose is crafting iconic drinks chosen for life's moments. And it's our people, with their different experiences, perspectives and talents, who make that possible.

We value diversity in its broadest sense and want ev