Key Account Manager
Foster's Group - London

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Role Title:
Key Account Manager Cash & Carry

Incumbent (omit if role is vacant) :

Treasury Wine Estates Ltd

Sales UK

Home Based - London / South East

Team Leader's Title:
Business Manager Independent C&C Team

Team Leader's Name:
Financial Dimensions (if applicable)

Value (£):
Competitive Salary & Benefits

Direct Reports to this role:
Total Number of Reports for this role:


Primary Purpose of Role

To maintain, build and increase distribution and sales through existing account base and development of new business.

Cash & Carry, Off Trade Wholesalers, Internet traders, independent specialists

The role involves working closely with all C&C / wholesale & key account businesses within the region. To establish, develop and build strong business partnerships with customers in implementing set objectives and strategies to ensure distribution and sales goals are met within each business.

Key Relationships (Who does the role interact with?)



Supply Chain & Operations







Trading & logistics contacts

Industry colleagues

Key Responsibilities/ Accountabilities:
Establish and maintain strong business relationships within existing account base including multiple and independent cash & carry, regional wholesalers, internet traders and independent retailers. To prospect and develop new accounts on area.

Development, negotiation and implementation of account plans, within set parameters, that deliver increased sales and distribution within account base.

Work closely with marketing team to ensure NPD, range reviews and promotional activities are executed in line with business objectives and account activity

Ensure that all internal requests and back office records are completed to a high standard within set deadlines.

Identify opportunities presented by monitoring of key competitive activity in the market place.

Calling on National C&C chains eg Booker, Makro, Bestway, Batleys. Responsible for hitting volume targets set by Business Manager in these accounts & implementing agreed promotional activity. Reporting back to Business Manager all activity, opportunity and development.

Key Challenges in Achieving Goal(s):
Prioritising demands on your time to meet both internal and external expectations.

Communication - both internal & external

Ability to manage projects

Team working



Qualifications and Experience:
Wine qualifications & experience (ideal but not essential)

Computer Literate - Word, Excel, Powerpoint & email

Numerate and analytical

Strong influencing / negotiating expertise

Strong communication skills, confident & capable of operating at all levels

Sales background, with account management experience gained in FMCG markets

Proven track record of delivery and targeted performance

Demonstrable financial and commercial acumen

Team Player - KAMs should always be considerate of their colleagues in both speech and action.

Self Motivated & Disciplined - It is the responsibility of the KAMs to manage their own time, ensuring that their role is executed in a manner that is in line with the expectations communicated.

Flexible & Adaptable working hours - KAMs should expect to be flexible in their working hours to meet the demands of the role. This may include C&C trade day events, other trade events and shows, overnight stays.

Tenacity - KAMs are expected to take a tenacious approach. Forward planning to overcome issues, obstacles and customer resistance will ensure a results based culture.

About this company
Foster’s Group Limited (Foster’s) is an Australia-based company engaged in the business of production and marketing of alcoholic beverages....