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Careers at Bacardi

Head of Key Account Management (m/w/d) - ALPS

Job Name

Head of Key Account Management (m/w/d) - ALPS







Reporting Line:

Managing Director ALPS

Job type:

Full time

Lead recruiter:

Christopher Hütte

About the role

Your Opportunity

Being a commercial leader in ALPS, you will be accountable for creating value through driving sales and developing strategic relationships with key customers. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence with direct customers (On & Off Trade) in Austria & Switzerland. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire the KAM team will be key to your success in this role. 
  • You will be responsible to deliver revenue targets as determined by the financial plan and committed in S&OP
  • You will build the commercial strategy and lead the KAM team through the annual commercial cycle ensuring compliance and execution of our plans are met
  • You will be a key support for customer negotiations during annual talks and maintain effective relationships with strategic customers and key external stakeholders (e.g. trade associations) for your channel
  • You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Integrated Activity Plan (IAP)
  • You will identify opportunities for new business development, build the value plan with RGM and provide critical input into the development of category and channel plans. 
About You 

We’re looking for an individual that loves a challenge, loves working in very close relationships with Customers and who wants to work in a commercial role with a really fast paced environment. You’ll be working across our Spirits, Sparkling Wine, Vermouth and RTD portfolio, where Bacardi is one of the biggest players in the market. And you’ll take ownership for some of our biggest Retail customers. 


With our Consumer at the heart, your key focus will be to:

Deliver results and excellence in execution:
  • Deliver on key financial targets (NSV, Gross Margin, Profitability, ROI, Value Share)
  • Deliver impact from channel and shopper marketing programs agreed in the IAP
  • Execute price pack architecture to optimize improved mix
  • Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
  • Input into the annual budget cycle to anticipate future channel dynamics and trends
  • Input into the IAP process to ensure local channel and customer needs are captured
  • Create effective long-term relationships with strategic customers and key stakeholders to drive financial impact
  • Input into the shaping of the portfolio strategy, bringing in insights from your sales teams
  • Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
  • Provide accurate demand forecasting to Supply Chain teams or to Sales Planning & Performance team
Develop talent and capability:
  • Implement learning and development plans for your team based on the Bacardi Commercial Way approach
  • Implement standardized Commercial best practices
  • Ensure that your team has resources needed to deliver desired results
  • Own the management and development of talent within your team
Create a winning team:
  • Drive executional excellence through a strong, functioning and orientated sales team
  • Work with the Leadership team to build a shared sense of purpose among your teams
  • Close alignment with the German Sales Director & International accounts team 
  • Align all employees behind the targets and create a passion for winning in the organization
  • Recognize accomplishments and behaviors in a timely manner
  • Ensure all employees have a knowledge of Bacardi history and culture Create a winning team

Skills and Experience

The Skills & Experience needed to create your legacy
  • Experience in sales in a leading FMCG company at national level
  • Proven success in several independently negotiated annual talk contracts on national level
  • People management experience including proven coaching abilities and leadership abilities to create a collaborative high performing team
  • Strong track record of delivery with Customers
  • Strong negotiation skills
  • Proficiency in English and German language skills

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.

Disclaimer: Bacardi is an equal opportunity employer that values workforce diversity. Diversity is core to our business: by embedding diversity into all aspects of our culture, we maximize the opportunity to achieve sustainable business success and growth. The duties and responsibilities described in the role profile might not be a comprehensive list.