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Opportunity Details

Wholesale Account Manager

Posted: 2018-01-26
United Kingdom, Birmingham
About the role:
At the heart of our dynamic global growth is a simple belief: nothing should come between incredibly talented people and an accelerated career. That’s why we dream big. Why we look to the future, not the past. Why we value talent over title. And why we hire people that can be better than ourselves.
At AB InBev you’ll join a driven team that shares your desire to grow, your courage to challenge and commitment to act. In return, we’ll reward your achievements.

The opportunity is here. Make it yours!

Wholesale Account Manager

  • Responsible for ledger budgeted Volume (Sales Out / Hectolitres) 
  • Support delivery of COMMRES targets at Total Account level.
  • Grow AB InBev share/sales within the National and Regional Wholesale Partners 
  • Responsibility for managing the operational relationship with key wholesale contacts. Developing plans at both head office & regional level in line with customer / sector strategy and JBP’s
  • Build promotional plans with customers to ensure AB InBev has the strongest promotional participation across categories & outperforms the competition across all key commercial metrics. 
  • Responsible for a Trade Investment budget and meeting ROI targets
  • Implement the joint customer business plan that not only ensures we deliver our key commercial metrics, but at the same time is focused around our retailers and consumers.  
  • Develop and execute effective outlet execution
  • Delivery of specific brand distribution and Innovation targets across the ledger - Develop and execute targeted sales drives alongside partner wholesale salesforce in line with ABI Growth Strategy
  • Develop a strong network of working relationships across the ledger from HO contacts, Wholesale Salesforce, WKAMs, Technical Support
  • Have an ongoing robust contact strategy plan across National and Regional Wholesale for all key contacts.
  • Liaise with WKAMs and attend National and Regional Sales Meetings
  • Track, monitor and manage ABI listing fee and legacy loans
  • Tactically support the commercial objectives of the On trade and Route to Market sector
  • Support monitoring and execution of retention strategy for ABI brands within partner wholesale supplied outlets


1.          Commercial

Delivery against key commercial targets

Key responsibilities & activities
o Packaged and Draught Volume (Sales Out) across Regional and National responsible areas. 
o Market share
o Brand distribution
o ZBB cost budget
o Effective implementation of National and Local trading initiatives
o Innovation targets
o Effective journey planning

2.        Customer

Strong / broad customer relationships
o Across Regional wholesale and local National Salesforce
o Depot Managers / Retail Managers / RSM’s / SAM’s

Key responsibilities & activities
o Orchestrate the AB InBev contact strategy with customer base
o Maintain & develop key customer relationships
o Implementation of retention and growth strategies
o Management of outlet loans and listing fees
o Development and execution of sales drives in line with ABI growth strategies

3.        Tracking & Monitoring

Ongoing granular understanding of account performance metrics 

Key responsibilities & activities
o Weekly PDCA preparation for WPR meetings
o Monthly Sales Out data review
o Monthly business review 
o Management of Trade investment budget / ROI measurement
o Monthly performance review at Business Unit meetings
o Track promotional results 
o Brand retention
o Growth plans
o Ongoing population of POCE database

4.         Business Planning

Implement joint AB InBev & Customer annual business plan 
o Implement Regional Initiatives that support KPI achievement in conjunction with WKAM

Key responsibilities & activities

o Implementation of the JBP that is aligned to both AB InBev & customer strategies
o A plan that gives AB InBev a competitive advantage 
o Tracked & Monitored on a monthly basis.
o Achievement of volume / market share / brand distribution and innovation targets.

5.         Ways of working 

The defined Account Management ways of working are adhered to 

Key responsibilities & activities

o The key account routine process is followed to the letter
o The pre-identified models & tools are used to support ‘doing the job’
o The On Trade Wholesale governance process is adhered to
About the candidate:

Strong track record of delivering results with major customers
Strong technical skill base – particularly negotiation & selling
Ideally educated to degree level or equivalent (not mandatory)
Strong numerical & verbal skills
Understands & embraces the AB InBev culture.