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Careers at Bacardi

Senior Key Account Manager Off-Trade

Job Name

Senior Key Account Manager Off-Trade







Reporting Line:

Sales Director Off Trade Netherlands

Job type:

Full time

Lead recruiter:

Maria Gorczynska

About the role

As Senior Key Account Manager you will, on the one hand be accountable for creating value through driving revenue and developing strategic relationships with key customers in the Netherlands, but you will also be responsible for the administrative process of these same key customers. As Senior Key Account Manager will challenge and manage your team on their own agenda, and through coaching develop your team on through their personal development. 
  • You will be responsible to deliver key revenue targets as determined by the HQ Key Account Plan. 
  • You will develop, and maintain, effective and strategic relationships with Customers and influence the positioning of Bacardi brands with your customers.
  • You are responsible for the full administrative coordination of account-related activities, both internally and externally
  • Responsible for your team; motive and encourage direct reports and employees working in a team environment to achieve department and company goals. 
  • The new way of working: full financial understanding, create insights, category management to a the next level, creating (this by using the right systems) your own deepdive analysis - new ways of working, in order to create more impact and have a better understanding in what’s driving your customer
This role is varied and while based in the Rotterdam office, 50% 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. 



Deliver results & excellence in execution
  • Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
  • 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
  • Optimize promotional plans through the year through implementation of the ROI strategy and goals
  • Input into the country IAP process to ensure local channel and customer needs are captured
  • Build effective long-term relationships with Customers 
  • Provide accurate demand forecasting to Supply Chain teams or to Hub Sales Performance and Planning team
  • Relentlessly drive a pay for performance based approach with Customers 
  • Administrative coordination of account-related activities, both internally and externally;
  • Point of contact for the customer, independently resolve questions and issues;
  • Management and administration of the established budgets (folder / action contribution, activities, reservations, bonus provision) variances for the assigned accounts / channels;
  • Analysis and processing of promotional activities and budgets;
  • Support / provide input for developing account plans;
  • Preparing launches of innovations to customers;
  • Management and administration of the established budgets (folder / action contribution, activities, reservations, bonus provision) variances for the assigned accounts / channels 
  • Analysis and processing of promotional activities and budgets;
  • Responsible for the input of the action-forecast
  • Performance: Achieve financial targets(revenue, profitability) vs. budget for Key Customers in the country;
  • Value share: Drive Value share growth of key Bacardi brands in Key Accounts; create a perfect balance between pricing, value growth and a healthy volume growth
  • Customer: Achieve customer target measures: full P&L (understanding), distribution, E-commerce, implementation of initiatives / new ways of working
  • Strategy: Participate fully in the development, delivery, and ownership of the Country Commercial Strategy
  • Employee engagement: Drive sustained improvement in engagement and enablement
  • Talent: Deliver against talent management objectives

Skills and Experience

To be successful in this role you will have/be: 
  • A Bachelor degree, Master preferred
  • Experience managing Accounts / Customers in a leading FMCG company at national level
  • Strong track record of delivery with Customers 
  • Strong negotiation skills
  • Strong analytical skills
  • First hand field sales experience
  • Working knowledge of sales effectiveness tools processes and category management
  • Demonstrable track record of performance in Commercial
  • Proficiency in Dutch and English language skills (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 
  • People management 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.