Key Account Manager

hace 3 semanas

Buenos Aires, Argentina Campari Group A tiempo completo

Date: Apr 23, 2024- Location: BUENOS AIRES, AR- Additional Location:
- Function: Sales- Seniority Level: Mid-Senior level- Employment type: Permanent- Workplace Type: Hybrid- Company: Campari Argentina SA**Want to be a crowd-stopper rather than a crowd-pleaser? Become a Camparista**

At this point, you may not know exactly what it takes to be a Camparista, but you have the makings to be one of us. We’re the independent minded and passionate achievers in the spirits industry, innovating the iconic.

Be Part of Our Signature Mix

**General Description of the Role**

The Key Account is the owner of the development, implementation and coordination of the strategic plan for their clients

**Mission/Objectives**

**Key Responsibilities and Activities**
- Responsible for creating the “Sales Strategy” and the “Annual Plan” to be implemented at Channel level and with the main clients.
- Responsible for setting Objectives at team and client level.
- Responsible for the execution of the sales strategy of Campari Group in order to reach the Price, Mix, Volume, Value, Profitability and Cash (Collections) objectives set for the Channel.
- Through their leadership, developing and implementing brand and category strategies to achieve the expected growth in line with the annual Target.
- Managing the Sales Budget of the Channel in an efficient and coordinated manner among different areas.
- Responsible for complying with the Sales Process.
- Leading perfectly executed projects on Trade, aligned with the Strategy for the Channel and the value of our brands.
- Managing the Clients Portfolio keeping all the necessary information and documentation updated to ensure business continuity.
- Focus on the Field to identify opportunities for growth.

**Key Relationships**

**_Internal_**:

- Demonstrated experience in team leadership.
- Management of a multidisciplinary team and impact on other areas.

**_External:_**_ _
- Adaptability for negotiations with different profiles.
- Flexibility in relationships and appropriate language at different levels of an organization.
- Active listening, empathy and influence to achieve goals.

**Experience Required**
- Proven track-record on client management.
- Proven track-record on sales at Sales Executive level and/or Key Accounts and Supervision and/or middle management in mass consumption companies, preferably multinationals. Minimum experience required: 5 years.
- It’s essential to have experience managing Self-Service accounts.
- Good knowledge and skills in all aspects concerning sales operations of mass consumption products, including the management of accounts, sales and distribution systems and processes.
- Proven track-record on planning, organization and communication.
- Effective and strong leadership skills.
- Excellent analytical and numerical skills, in relation to the analysis of sales, financial, marketing and budget reports.
- Proven track-record on staff management, evaluation, training and development.
- Experience in working as part of a team and with other departments.

**Education / Professional Qualifications**
- University degree, preferably related to Business Administration, Marketing, Sales.
- Spanish Advanced, mandatory
- SAP experience
- English: Advanced level, mandatory.
- Excel experience

**Skills***

**_Functional_**
- Teamwork and interrelation among areas.
- Focus on developing people under their supervision and other areas.
- Building rapport with the team, exercising constructive pressure, accompanying and motivating. Leadership by example.
- Clear understanding of the Volume, Value, Profitability and Cash targets of their Channel per month, product and client.
- Clear understanding of the distribution and segmentation indicators (Channels and Sub-channels) and responsible for their development.
- Clear understanding of market indicators, Market share principles (Volume, Value), trends.
- Guaranteeing compliance with Sell In and Sell Out sales objectives (Volume, Value, and Profitability).
- Making sure the collections objectives assigned by channel/client are met.
- Responsible for the correct distribution of our portfolio and sell out trough the construction of solid, long-standing relations with our Clients.
- Outstanding performance in terms of Price, Promotions and Visibility implementation with focus on achieving the expected quality and distribution.
- Excellent execution of distribution/coverage plans (Territorial/client).
- Providing the sales team of their clients with brand knowledge by means of sales materials and training sessions.
- Responsible for the use of the Budget to design and execute Channel Plans and re-evaluate the success of the promotion based on the return of the investment (Profitability, Volume and Visibility).

**_Technical _**
- Clients' results: Sell In / Sell Out in Volume and Value; Profitability per client.
- Sales Team effectiveness (Activation, efficiency, distribution, coverage, drop size and visibility).

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