Account Management, Hybrid Sales (South Italy) Italy

Diageo España SA; Napoli; Ibrido; EUR 40.000 - 60.000; Tempo pieno

Descrizione del lavoro

A leading drinks company is seeking an Account Manager for Hybrid Sales in Southern Italy. This role focuses on developing customer relationships, executing activation plans, and optimizing sales. The ideal candidate will possess excellent negotiation skills, 2-5 years of experience in the FMCG industry, and proficiency in commercial tools. This position offers competitive rewards and supports work-life balance.

Servizi

Company car

Mobile phone

Medical coverage

Industry-leading sales training

Competenze

• 2-5 years experience in FMCG industry.
• Proficient in MS Office, especially Excel.
• Strong understanding of P&L.

Mansioni

• Support hybrid sales strategy development.
• Define targets based on On-trade RTM strategy.
• Segment customers based on sales contribution.
• Create simple, scalable account plans.
• Monitor performance metrics.

Conoscenze

Negotiation skills

Communication skills

Relationship-building

Analytical skills

Problem-solving

Innovative thinking

Strumenti

MS Office (Excel)

MS Strategy

Anaplan

Power BI

Descrizione del lavoro

Job - Account Management, Hybrid Sales (South Italy)

Help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world. Join us for career-defining opportunities that give you the chance to thrive.

Job Description

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About the Function

Our Sales team loves building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We operate across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll leverage consumer insights and digital platforms to reach new customers, markets, and celebrations, helping us achieve growth potential. We’ll support your learning and growth as you develop your career with us and work with colleagues across our business to realize your full potential.

About the role

Role and Mission :

The Account Manager Hybrid Sales Southern Italy plays a crucial role in developing a hybrid sales customer approach and creating effective customer propositions to unlock growth opportunities and improve sustainable profit delivery.

You will focus on simplifying processes, achieving scale and efficiency in customer relationships, adopting technologies like Diageo One, and driving scale through balanced hybrid relationships (phone, mail, WhatsApp, physical visits) to meet business targets.

Your objectives include increasing market share, sales, and profitability by building thoughtful and efficient customer relationships and executing activation plans effectively.

Key outcomes :

• Market Share Growth : drive growth in Southern Italy;
• NSV Growth
• Gross Margin Percentage : manage customer P&L to optimize investments and growth;
• Customer Stock : maintain optimal stock levels to avoid OOS and overstocking;
• Credit Management : ensure timely payments and adherence to credit policies;

Role Responsibilities :

Support hybrid sales strategy development and project management; collaborate with Hybrid Sales Manager Italy, Head of On Trade, Regional Managers, and internal teams to shape the future hybrid sales approach.

Define targets (sales, distribution, coverage) based on a clear understanding of the On-trade RTM Strategy, supported by digital tools.

Segment customers effectively based on sales contribution, digital capability, relationship needs, and growth potential; identify expansion opportunities and align them with Diageo propositions.

Develop coverage and contact plans, establishing appropriate relationships to meet targets while maximizing remote contact tools (email, phone, WhatsApp).

Maintain ownership of day-to-day customer relationships, employing negotiation, persuasion, and conflict resolution skills.

Create simple, scalable account / segment plans (promo plans, canvassing, MPA, counterparts) to meet objectives, continuously improving efficiency.

Enhance the digital readiness of Diageo and customers, encouraging adoption of online / remote tools to increase relationship efficiency and effectiveness.

Monitor performance metrics such as coverage, sales, NSV / case, mix, cash collection, and stock.

Perform internal administrative procedures (order management, Diageo One, invoices, discounts, rebates, claims, triangulation) proficiently.

Lead initiatives to optimize working procedures aligned with commercial policies and strategies, expanding customer capacity.

Serve as the Hybrid champion within the Distribution Team, sharing insights to improve hybrid working practices across teams.

About you

Requirements for the role :

Excellent negotiation and communication skills.

Strong relationship-building abilities, confident and trustworthy.

Results-oriented mindset.

Strong analytical skills and problem-solving abilities.

Innovative thinking and team collaboration skills.

Interpersonal skills with solid P&L understanding.

Proficiency in MS Office (especially Excel) and key commercial tools (MS Strategy, Anaplan, Power BI).

Flexibility and adaptability.

Based in South Italy (Campania, Apulia).

Experience : 2-5 years in FMCG industry.

Flexible Working Statement :

We value flexibility. Discuss your needs with us so we can support your wellbeing and work-life balance from day one.

Rewards & Benefits :

We offer a competitive rewards package including work-life balance policies, wellbeing activities, Employee Assistance Programme, incentive plans, welfare allowance, medical coverage, life and accident insurance, company car, fuel card, mobile phone, and industry-leading sales training.

Diversity Statement :

Our purpose is to celebrate life daily. We foster an inclusive culture where everyone feels valued and belongs, embracing diversity in gender, ethnicity, ability, age, sexual orientation, social class, education, and experience.

Join us to help transform our business and shape the next generation of celebrations worldwide.

Feel inspired? Then this may be the opportunity for you.

For reasonable adjustments, please include this information in your application.

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