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Opportunity Details

Key Account Manager

Posted: 2018-01-18
United Kingdom, Luton, Porter T
About the role:

Job title
Key Account Manager
On Trade
Field Based – Head office is at Capability Green in Luton
Job grade
Hours of work
Contractual hours of work to be 35 hours per week, although you will be required to work such additional hours as the requirements of your job dictate
Reporting to
National Account Manager
Contract Type
Salary Range
£33,000 - £40,000
Closing date for applications:


Summary of job role:
  • Develop Strong effective relationships with customer (internal & external) contact at all levels of management.
  • Responsibility for managing the operational relationship with key customer contacts. Developing and implementing plans at both head office & regional level in line with customer / sector strategy.
  • Support the Management of the P+L via SPR.
  • Achieve designated volume, distribution and EBITDA targets for key brands.
  • Control & monitor investment in line with brand activity & capex budgets. 
  • To retain & grow, AB InBev share & value within the customer and the market.
  • Manage the monthly forecast tool, CPT.


Key tasks:
  • Help develop joint business plans in line with Category 4 SEP RTM, in line with customer / sector strategy, customer obligations and sector channel plans
  • Negotiate and implement all brand activity in line with account plan.
  • Ensure internal processes are completed in a timely manner with support from key internal stakeholders (PARs, PCRs)
  • Respond to specific opportunities flagged by the customer contract and contacts e.g. tactical drives, large one off opportunities, contract compliance, POC opportunities.
  • Bar to Boardroom approach in contact strategy to gain an in depth understanding of the various channels of trade, most importantly On Trade and Route to Market.
  • Negotiate with HO an agenda to maximize ABI results in volume, margin & distribution whilst driving value to the customer.
  • Own relationships at RBM and KAM level with regular structure agenda reviews in line with JBP’s.
  • Implementation of short/medium term strategy to achieve specific KPI’s
  • Develops senior contact at HO with key influencers (Divisional Directors, RBM’s, Marketing Directors, Marketing managers, Operations and Sales teams of all levels)
  • Owns and manages and reconciles margin investment from agreement of funds to process of invoices and payments of monthly accounts.
  • Owns and manages Pricing Tool (PNT)
  • Ensures process of invoice payment, validating invoices passed to payment and tracked for internal tracking.
  • Oversee TPD issues and understands and collaborates with Supply Chain to ensure continuity of supply for all TPD customers.
  • Jointly allocates investment with AC vs. specific opportunities within the customer, i.e. Brand Activity, CAPEX, etc.
  • Development and communication of a category agenda with internal POC teams to drive profitable & sustainable sales within customers.
  • Work closely aligned with customers category manager, analyst and management team to develop, sell and implement the plan to deliver category growth
  • Ensure high quality implementation of brands strategies at POC level and with full compliance of agreements
  • Communicating and executing agreements through customers Head Office & Regional / Sales Directors.
  • Ensure regular contact is established and developed with key “untapped” customer contacts to strengthen ABI’s position and relationship within the customer.

About the candidate:

Essential requirements for the role:
  • Qualifications – A self-motivated organized candidate with excellent presentation skills and good IT literacy, with a good general standard of education.

  • Experience Account Management experience, at least KAM level in a customer facing environment and ownership of P&L. Experience with a National On Trade Account required alongside experience working in an FMCG company.
Candidate required to have a Marketing qualification.
Will be field based and must be prepared to travel to meet business needs.  Personable and confident nature is crucial.  Must have the ability to see tasks through to completion and network cross functionally within ABI and same with Customers.

  • Active Driving License


AB InBev Bonus Scheme
Defined Contribution Pension
Company car
Private Healthcare
25 days + bank holiday’s
Beer vouchers