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Careers at Bacardi

Key Account Manager

Job Name

Key Account Manager







Reporting Line:

Provincial Sales Manager – Prairies

Job type:

Full time

Lead recruiter:

Emily Clayton

About the role

Your Opportunity

Bacardi’s ambition is to create the best performing, most trusted and respected consumer company in Canada. 

The role of Key Account Manager is to build a strategic partnership between the customer and Bacardi, ensuring Bacardi’s fiscal year objectives are realized through compelling customer programming. The Key Account Manager will work in collaboration with regional Marketing and Insights colleagues, supported by the Provincial Sales Manager and Commercial team.

This role will be located in Calgary, and will be a hybrid of work from home and in office. 

Role's Purpose

To lead the development and execution of the customer strategy; winning in the market place with insights-led programs that focus on the consumer at the heart.


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

Decision Making
  • Leads key strategic decision making on the partnership with the customer 
  • Makes commercial and brand building decisions in line with delivering/exceeding annual Fiscal Year objectives 
  • Partner with insights and customer marketing support to maximize sales plan opportunity
  • Assist in cascading customer program objectives to Distributor-led field teams, supported by Director of Operations
Financial Responsibility
  • Responsible with the Provincial Sales Manager for delivery of the Annual Operating Plan (AOP) of NSV and GP targets to be confirmed. 
  • Responsible for the Retail Brand A&P and Discount Budgets 
  • Cost center/budget responsibility
Management Responsibility
  • Reports into the Provincial Sales Manager
  • Works within a multifunctional team including Customer Marketing, Marketing, Finance, Category Management, Consumer Insights and Supply Chain
  • With support of Regional Director of Operations, ensuring that the Distributor Field Sales team is fully aligned with and prepared to execute the agreed plan with the customer
Complexity of Role
  • The alcohol beverage market is highly regulated. A firm understanding of local/provincial regulations or experience of working in a similarly regulated environment is an advantage. An insights driven mindset to effectively manage key customer relationships. 
Top Accountabilities
  • Responsible for delivering fiscal year financial objectives; devising the plan to deliver against market and brand-level targets. 
  • Monitors business performance on a daily, weekly, monthly basis and course correct to ensure that we are able meet and exceed our goals. 
  • Outpace industry competitors in share performance across relevant competitive categories
  • Responsible for developing proposals, account and market plans, and forecast customer shipments and depletions
  • Develop the joint business plan leveraging and aligning with multi-functional team in collaboration with the customer to understand needs and translate into compelling programs that win with consumers
  • Lead the planning of top-to-top meetings and engagement at all levels in the business.
  • Maintain strong field-level relationships by supporting the Distributor sales force in their execution of Bacardi programs
  • Partner with the National Sales Director lead the ongoing development of the Sales strategy, planning and marketing strategies for account within overall FY plan, owns the execution of the Sales Strategy
  • Gather detailed customer information, identifying and connecting with key decision makers in order to understand customer’s strategic business challenges and business priorities
  • Contribute to the broader development and execution of Canada’s National sales strategy.
  • Manage full Bacardi portfolio within key accounts in pursuit of maintaining and expanding SKU-level distribution
  • Leads regional team in steering analytical pursuits and in prioritizing opportunities critical to customers
  • Ensures professional sales execution co-ordination and account planning with Distributor team in collaboration with Operations Director
  • Resolves account-level conflict leveraging strong professional relationships
  • Acts as regional lead in driving a high-performing cross-functional sales team and internal employees to penetrate key accounts and aggressively expand relationships.
  • Leads and sets agenda where team-based account management strategy is deployed
  • Ensures high levels of employee engagement and culture encompassing Bacardi Values is maintained.
  • Educates and inspires the total organization in Canada to build understanding of the customer and how we can best partner and win with them

Skills and Experience

The Skills & Experience needed to create your legacy
  • An experienced Sales/Business Leader with a proven track record of managing/ negotiating positive results with senior level KA’s customer personnel  
  • Broad Sales and Commercial capability ideally with relevant experience in Account Management, Customer Marketing and Analytics, ideally in alcohol/ sprits industry or in CPG sector. 
  • Proven account decision maker with relationship-building skills
  • Previous experience of understanding/diagnosing financial/budgets and strategic objectives of KA’s
  • Strong Sales and Commercial strategy skills. Proven track record of aligning internal resources against customer needs
  • Highly skilled in complex negotiations and conflict resolution. 
  • Proven P&L diagnostics capability
  • Completed post-secondary degree, preferably bachelor’s degree in business related discipline

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.