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Careers at Bacardi

Key Account Manager - Dufry

Job Name

Key Account Manager - Dufry


United Kingdom





Reporting Line:

International Key Account Manager, Dufry, GTR

Job type:

Full time

Lead recruiter:

Amy Geng

About the role

Your Opportunity

As the Key Account Manager, you will be accountable for creating value through leading Bacardi’s strategic approach in managing the Dufry global account and driving sustainable growth for the company. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence. Your deep commercial knowledge and ability to develop strategic relationships will be key to your success in this role.

About You 

You will be interacting with the local sales team members as well as the Dufry global commercial & logistics teams in Europe and the customer retail operations in your regions of responsibility. As a result, you can expect to be travelling extensively to stay connected to all stakeholders. 


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

Drive results and excellence in execution for Dufry
  • Set and deliver key financial targets (NSV, Gross Margin, Profitability, Market Share) for Dufry
  • Set and implement the trading strategy for Dufry to meet financial goals and improve ROI on trade spend
  • Build team capabilities to set, get and keep price increases, maintaining as a minimum Bacardi share of value chain
  • Oversee the development and activation of strategies to improve mix and gross margin
  • Own and implement strategy to manage pricing corridors across Dufry
  • Input and influence the IAP process ensuring Dufry needs, and priorities are met
  • Drive successful listing of all key innovations in priority locations
  • Deliver continuous improvement of execution standards, including mastery of A&P spend (in line with budget) and deep understanding of insights and ROI from all major activations
  • Manage supply chain and forecasts to ensure sufficient stock levels at all times and avoid out of stocks
  • Act with agility and creativity to solve ad hoc problems as they arise, to ensure customer needs are met in a way that continues to grow the Bacardi business sustainably and profitably
Create a winning team
  • Set up new ways of working with the Customer internationally and internally
  • Build a shared sense of purpose among the relevant in-market sales teams
  • Provide input to best practice sharing across in-market sales teams
  • Lead to ensure forward focused profitable and efficient solutions
  • 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
  • Challenge & Innovate: Identify, develop, and make improvements to new ideas, techniques, procedures, services or products

Skills and Experience

The Skills & Experience needed to create your legacy
  • Experience in the Spirits Industry and/or Beverages is an advantage
  • Experience in the GTR channel is an advantage
  • Experience of working in matrix organization, managing multiple stakeholders in a complex environment
  • Experience of handling A&P accountability
  • Proven track record of winning with large retailers (off-trade) & recasting route-to-market
  • Experience in sales at a significant sales level in a leading FMCG company including key customer negotiation, management, and joint business planning. Proven track record of commercial delivery
  • Fluency in Region’s most spoken languages would be a positive
Personal Qualities
  • Results Agility: Delivering results in first-time situations by inspiring teams and exhibiting a presence that builds confidence in themselves and others.
  • Mental Agility Thinking critically to penetrate complex problems and expanding possibilities by making fresh connections.
  • Change Agility Enjoying experimentation, being curious and effectively dealing with the discomfort of change.
  • People Agility: Understanding, relating to other people & tough situations to harness and multiply collective performance.
  • Self-awareness: Being reflective, knowing themselves well; understanding their capabilities and their impact on others

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.