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Opportunity Details

Key Account Manager Off Trade

Posted: 2019-03-21
Spain, Madrid
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!

Purpose of role

To manage a selection of National Key Accounts by implementing a strategy (portfolio, pricing, promotional) to drive growth while reaching budget requirements in terms of distribution / volume / Market share / Net Revenue per HL / MACO / EBITDA.

The candidate is expected to deliver on an ambitious sales target, operating as an insurgent market player. Collaborate with other departments (marketing, trade marketing, logistics, customer care, revenue management) to drive the business. The Key Account Manager is the ultimate responsible in driving the negotiation of annual agreements in their accounts. 

Business environment

Key Dimensions

Work within a team of five Key Accounts and a Field Sales Manager who manages external sales force.  

Key Contacts: (inside - outside)

  • Off Trade National Sales Manager
  • Customer Care Front Office
  • Customer Care Sales Finance
  • Logistics 
  • Revenue Management
  • Trade Marketing
  • Marketing
  • Management Team Spain (local leaders).
  • Key Account Buyers
  • Expected to drive business contacts via interactions with industry 

Role and Responsibilities 

Commercial Relationship Management
  • High level of negotiation and sales skills (at least 1 year of key account manager experience). 
  • Strengthen relationship with customers via routine meetings at the customer’s desk. 
  • Strong analytical profile with good analysis skills using Nielsen databases, internal profitability tools, and forecasting. 
  • Quick and Decisive reactivity to customer needs while maintaining commercial position. 
  • Deploy company assets (In-Store Materials) to maximize return on investment. 
Sales Drivers
  • Drive Distribution gains
  • Manage and implement 360 promotional campaigns in line with customer strategy
  • Review customer ordering behaviour and implement strong forecasting routine
  • Focused on results, thinking-big, and outside the box to drive unique customer/AB InBev value proposals. 
  • Manage fixed and variable investments with customers
  • Optimize promotional plans in line with profitability targets
  • Control financial position of customers
  • Optimize payment conditions to meet cash flow ambitions
Team Collaboration
  • Monitor contribution to team’s targets and offer gap-closing initiatives
  • Contribute to positive working environment 
  • Share good practices
  • Lead projects within team to contribute value to full team
  • Results focused and simplicity
  • Act like an owner to deliver targets
  • Strong presentation skills and comfort with public speaking 
  • Travel to visit customers
About the candidate:
Qualification, experience and skills

  • Bachelor’s degree in Business Administration or similar
  • Minimum 1 year experience as Key Account Manager in a fast moving consumer goods company. 
  • Preferable experience in alcoholic drinks
Technical skills
  • Strong Communicator able to tell strong and efficient stories
  • Nielsen
  • Understanding of Sales & Marketing within the FMCG industry
  • Sales Planning
  • Financial understanding, cost-conscious working 
Soft Skills
  • Relationship builder. Strong interpersonal and communication skills:  Building Relationships, ability to listen, communicate and express views to all clients across multi sectors and different levels of seniority.
  • Resilience in face of difficult times (out of stock, customer clash, product recall, etc)
  • Analytical skills: management of information, analysis and problem solving. Ability to identify and act upon opportunities to increase client accounts.
  • Regular trips throughout the national territory
  • Fluent spoken and written Spanish
  • Advanced level of English
About the Company

We are AB InBev. Committed to driving growth that leads to better living for more people, in more places. Through brands and experiences that bring people together. Through our dedication to brewing the best beer with the best ingredients.  And through our commitment to helping farmers, retailers, entrepreneurs and communities grow. We are building a company to last. Not just for a decade, but for the next 100 years. Through our brands and our investment in communities, we will bring more people together, making our company an integral part of our consumers’ lives for generations to come.

Our brewing heritage dates back more than 600 years, spanning continents and generations. From our European roots at the Den Hoorn brewery in Leuven, Belgium; to the pioneering spirit of the Anheuser & Co brewery in St. Louis, US;  and  the creation of the Castle Brewery in South Africa during the Johannesburg gold rush. Now, with operations in over 50 countries, and our brands sold in over 100, we are truly a world leader, and our diverse portfolio of well over 400 beer brands includes global brands Budweiser®, Corona® and Stella Artois®.