Key Account Manager Off Trade North-West (Open to all candidates, including protected categories – Law 68/99)

Bacardi; Pessione; On-site; EUR 48,000 - 58,000; Full time

Benefits offered by this job

Company car

Competitive local market benefits

Job summary

Bacardi in Italy seeks a high-impact Key Account Manager to drive revenue growth and strategic customer relationships across the Italian market. You will shape the country IAP, influence brand activation at the point of purchase, and lead Joint Business Plans with major accounts.

The role requires extensive travel, strong negotiation and leadership skills, and fluency in Italian. A competitive base salary with performance bonuses and company car is offered.

Qualifications

• A bachelor's degree, Master preferred.
• Experience managing Key Account/Customers in a leading FMCG company at national level.
• People management experience including proven coaching abilities and leadership abilities to create a collaborative highly performing team.
• Strong track record of delivery with Customers.
• Strong negotiation skills.
• Firsthand field sales experience.
• Working knowledge of sales effectiveness tools processes and category management.
• Demonstrable track record of performance in Commercial.
• Fluency in Italian is a must (written and oral).

Responsibilities

• Deliver results & excellence in execution.
• Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share).
• Deliver on Pictures of Success targets.
• Deliver impact from channel and shopper marketing programs in the Country IAP.
• Understand customer strategy and leverage Bacardi value proposition to grow mutual business.
• Drive, agree, and execute Joint Business Plans delivering value to Bacardi and customers.
• Execute price architecture to improve mix and implement annual price increases.
• Optimize promotional plans and ROI strategy.
• Input into channel and portfolio strategy of the Country.
• Provide accurate demand forecasting to Supply Chain teams.
• Build long-term relationships with Key Customers.

Skills

Italian language

Negotiation skills

People management

Strategic relationship building

Account management

Education

Bachelor's degree

Master's preferred

Job description

About The Role

In this role you will be accountable for creating value through driving revenue and developing strategic relationships with key customers in Italy. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in Italy.

• You will be responsible for delivering key revenue targets as determined by the Country financial plan.
• You will develop, and maintain, an effective and strategic relationship with Key Customers and influence the positioning of Bacardi brands in the Country.
• You will be accountable for the implementation of Commercial plan that delivers against customer and purchaser programs agreed in the Country Integrated Activity Plan (IAP) specific to Key Customers.
• You will drive use of Picture of Success and approach to activate our brands to influence consumers at the point of purchase.
• You will be accountable for market share performance in your assigned territory as well as across the entire Italian market.
• You will identify opportunities and guide the development and execution of strategies to maximize Bacardi’s performance in Key Customers in the Country, achieving value creation and capturing price.

This role is varied, and a large percentage of your time will be interacting with the Key Customers. As a result, you can expect to be travelling extensively to stay connected to all stakeholders.

Key Accountabilities And Responsibilities

Deliver results & excellence in execution

• Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
• Deliver on Pictures of Success targets
• Deliver impact from channel and shopper marketing programs agreed in the Country IAP
• Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
• Drive, agree, and execute customer Joint Business Plans that deliver “win-win” value to Bacardi and customers
• Execute occasion-based price pack architecture to deliver improved mix
• You will be accountable for the effective implementation of our annual price increases
• Optimize promotional plans through the year through implementation of the ROI strategy and goals.
• Input into the shaping of the channel & portfolio strategy of the Country
• Input into the country IAP process to ensure local channel and customer needs are captured
• Build effective long-term relationships with Key Customers
• Provide accurate demand forecasting to Supply Chain teams
• Relentlessly drive a pay for performance approach with Customer

Develop talent and capability

• Implement standardized Commercial best practices
• Demonstrate expertise in category and shopper insights
• Serve as an advisor to Customers to drive mutual growth

Innovation: Identify, develop and make improvements to new ideas, techniques, procedures, services or products (Check one)

MEASURE OF SUCCESS

• Performance: Achieve financial targets (revenue, profitability) vs. budget for Key Customers in the country; Achieve Pictures of Success targets for Key Customers in the Country
• Value share: Drive Value share growth of key Bacardi brands in Key Accounts
• Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan
• Customer: Achieve target customer satisfaction measures
• Strategy: Participate fully in development, delivery, and ownership of the Country Commercial Strategy
• Employee engagement: Drive sustained improvement in engagement and enablement
• Talent: Deliver against talent management objectives

THE REWARDS

A competitive base salary starting from 53K, quarterly and annual bonus in line with our Short Term Incentive Plan, company car and competitive local market benefits.

BACARDI CONNECTIONS

REPORTING LINES

Reports to (Solid line): NAM Off Trade

Matrix reporting to (dotted line): None

Leadership Responsibilities: None

Number Supervised: None

KEY RELATIONSHIPS AND INTERDEPENDENCIES

Your ability to operate and orchestrate seamlessly within the matrix will be critical for your success in this role and of the function.

Internally

• Convey information to: None
• Adapt and Exchange (reach agreement with): Local Consumer and Customer Marketing/ Finance
• Influence (effect change): Country Commercial Leadership team / International Key Account Manager (if applicable)
• Negotiate with: Country Consumer and Customer Marketing teams

External

• Convey information to: None
• Adapt and Exchange (reach agreement with): None
• Influence (effect change): None
• Negotiate with: Key Customers

Critical Experiences For Success

To be successful in this role you will have/be:

• A bachelor's degree, Master preferred
• Experience managing Key Account/Customers in a leading FMCG company at national level
• People management experience including proven coaching abilities and leadership abilities to create a collaborative highly performing team
• Strong track record of delivery with Customers
• Strong negotiation skills
• Firsthand field sales experience
• Working knowledge of sales effectiveness tools processes and category management
• Demonstrable track record of performance in Commercial
• Proficiency in Italian is a must (written and oral)

The following experiences are preferred:

• Experience in the Spirits Industry and/or Beverages is a distinct advantage
• Experience in additional functions beyond the ones listed above
• Fluency in English is a plus.

LEADERSHIP EXCELLENCE

Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a Bacardi team leader, to develop deepening experience and inspire your team in all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example / Develop and Inspire Talent.

LEADERSHIP AGILITY

• Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
• Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
• People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance
• Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
• Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with
• Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience

Disclaimer: Bacardi seeks talent from all backgrounds to bring diversity of thought, agility and capability to our organization across the globe. We promote a working environment where all employees are treated and rewarded fairly. We do not tolerate any form of discrimination that adversely affects individuals or groups on the basis of national origin, race, color, religion, sex, gender, sexual orientation, marital status, disability, age, and any other legally protected aspect of a person’s identity.

U.S. applicants have rights under Federal Employment Laws.

Perks of Working for us

At Bacardi, we are committed to providing our Primos (employees) with a comprehensive Total Rewards package of compensation, benefits, incentives, allowances, well-being, and much more to meet the needs of themselves and their families. It goes beyond just Cash! The total rewards program is based on pay for performance, whereby the incentive programs are linked to company and individual performance.

Compensation, Paid Time Off & Retirement:

• Competitive Pay Package
• Competitive Holiday/Paid Time Off, plus additional days offered ( i.e., volunteer day, allowing you to give back to the community)
• Retirement/Pension Plan

Health & Wellbeing

• Medical, Critical Illness, and Life Insurance
• Employee Assistance Programs
• Best-in-class, family-friendly, and inclusive leave policies

Additional Benefits

The benefits /perks may vary depending on the nature of your employment with Bacardi, your work location, and are subject to change.

Some benefits may be subject to an employee contribution.

Some benefits may be fully or partially subsidized. Incentive plans are linked to the nature of your employment and can vary based on region, market, function or brand.