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Careers at Bacardi

Wholesalers Key Account Manager

Job Name

Wholesalers Key Account Manager







Job type:

Full time

Lead recruiter:

Alessia Colucci

About the role

In this role you will be:
  • Participate in the negotiation with main Wholesalers in coordination with the Sales Department;
  • Ensure the negotiation with partner distributors to improve the distribution of products in portfolio in different commercial channels.
  • In this role, you will primarily be based in the Local office where you will be working with multifunctional team colleagues.

Key accountabilities and responsibilities

Support day to day the Wholesaler National Account Manager in the definition of local contracts in the wholesalers channel, through:

  • Definition of targets
  • Implementation of targets in contracts
  • Management of the customer within the contracts
  • Participate in the definition of the contracts and the relationship with wholesalers and their sales network in coordination with the Area Manager On Trade, through:
  • Presentation of the Company and the new products;
  • Coaching to the sales network of wholesaler’s partner;
  • Monitoring the correct application of the contract during customer’s sales activities (Wholesalers partners)
  • Monitoring the wholesalers market in order to contrast/prevent competitors’ initiatives
  • Share and steal best practices across channels and customers
  • Creation and implementation sell-out activities with partners distributor to develop business with customers
  • Create the Joint Business Plan (JBP) to protect and develop business with customers
  • Executing Bacardi Sales Way targets (distribution, visibility…) with customer, aligned with Business KPIs.
  • Ensure that all sales processes and tools are followed and compliant to standards
  • According to the internal and the external relations employed in the role, the knowledge of both Italian and English is a must.

Measures of success

Performance vs budget and key initiatives;
Accurate and clear volume and profit forecasting, Bottom Up Planning and channel communications;
Developing and delivering customer terms to growth value / volume;
Executing a robust contact strategy internally and externally to deliver joint business value;
Analysing customer data and conducting regular customer business reviews and actions;
Achieve quarterly Sales Variable Pay and annual KPI’s;
Active personal development plan.

Critical experiences for success

Minimum of 3 years commercial experience in sales and/or marketing. Track record of customer development and cross functional working.


To be supported by your line manager


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 senior leader to be a role model of 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

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.