The KAE is responsible for the overall performance of a key accounts in modern channel, having the following KPI's :
Sell in NSV and Vol
Sell Out in value and Vol
Min Exec Standards
The KAE works with Diageo Marketing, Diageo Sales and Diageo Customer Marketing, leading the relation with key account customers to create and execute joint commercial plans aligned to Diageo and Customers strategy.
Developing, managing and executing the commercial calendar and activation plan, ensuring its completion within the Cycle Planning and Briefing process and drives evaluation / learning back into the wider business.
The KAE is accountable for delivering monthly sell in / sell out targets and ensure in store execution standards leading our merchandisers team.
Also provide market context and customer information to feed our commercial plans.
This role is accountable for monthly performance evaluation of our business with the customers and organization. And commercial agreements annually negotiation and execution
Top Accountabilities :
Deliver AOP targets related to NSV, Sell Out, Min Exec Standards, Share, SIT and Overdue
Ensure right execution of sales drivers
Execute and implement all plans and activities aligned with CP&A to drive performance
Align and define a JUBP with top customers
Develop, propose and execute commercial plans to enable new business opportunities
Lead 3rd party merchandisers to ensure Min Exec Standards
Ensure full alignment to CARM process and controls
Performs other related duties as assigned.
Qualifications and Experience Required :
Bachelor’s Degree required in Business or related field.
English and Spanish required.
Minimum 5 years of experience in sales and / or customer marketing / trade marketing areas with specific experience of distributor based businesses.
Good understanding about how the total sales organization operates and how to drive its effectiveness.
Proven experience leading and coaching teams (own and / or indirect).
Ability to work around and within a variety of different market conditions and demographic factors.
Analytical and presentation skills.
Strong influencing, negotiation and collaboration skills, with a range and adaptability of style.
Good planning, organization and project management skills.
Excellent knowledge of Microsoft PowerPoint and Excel.