Key Account Manager, Alberta

Purpose of Role:
Develop and grow the Diageo Total Beverage Alcohol (TBA) business portfolio in a given province(s) or region.  Enable achievement of our Annual Operating Plan (AOP) by ensuring the delivery of volume and financial targets by ensuring the best customer service to the Retail Chain Accounts and other customers (referred to here on as "customer").   Act as a liaison between Diageo and the customer, and ensure excellent execution of monitoring program. Lead the implementation of the Diageo TBA strategy and be one of the top three suppliers.
Decision Making 
 

• Determine best mix of programming and promotion for retail chain customers
• Ensuring cost-effective listing and delisting of Diageo products for each specific region
• Maximize BTL budgets for optimal ROI for DIAGEO
• Ensure DIAGEO and Customer(s) Strategies are aligned to ensure achievement of mutual business goal
• Implement cycle planning objective plans (seasonal, yearly and monthly)

 
Financial Responsibility 
 

• Beat the plan and competition through Net Sales Value, trading profits, growing share/market and growing volume
• Responsible for Concur, Travel and Expense and Return On Investment analysis
• Budget to grow business and reach Annual Operating Plan

 
Management Responsibility 
 

• Reports into the Regional Sales Director/Business Unit Director
• Responsible for managing their specified District or Key Customer(s)
• If applicable, responsible for Merchandisers (Band 7).
• May manage teams of 1–6

 
Complexity of Role 
 

• Knowledge and understanding of existing government regulations and the business impact of these regulations
• The impact of government regulations on business is highly intricate in nature and involves a large number of people in a diverse number of functions i.e. Marketing, Sales, Operations, Finance, Information Systems and Logistics
• The Diageo TBA business may have multiple contact points with a given customer and in the regional business as it is scattered in a selected number of accounts 
• Responsible for Retail Key Accounts in province or provinces in regions
• Work with 11 TBA categories, with over 73 brands and over 500 SKU's
• Responsible for leading, coaching and developing the team (if applicable)
• Ensure compliance with Diageo Marketing Code, Code of Conduct and Diageo Global Policies as well as all in-market rules and regulations as prescribed by the Liquor Board(s)

 
Key Outputs/Deliverables:
 

• Shipments growth and value share gain through excellent orchestration of resources and relationship building
• New listings/Innovation of Beer/RTD, Wines and/or Spirits brands or SKU's approved on time
• Develop and implement Business Strategies for all Key Accounts
• Develop and execute customer specific brand programs and promotions
• Promotional calendar implemented flawlessly across all stores and selected regional accounts
• Develop Annual Business Plans for each Key Retail Chain Account
• Relationship nurtured at every level with customer which translates in easiness of operation
• Competitors analyzed and sources of competitive advantage defined
• Accurate sales forecast to ensure sufficient inventory levels are maintained in region(s)
• If applicable, Performance for Growth and development plans for all direct reports
• Maintain the In-Touch and COGNOS databases to capture distribution, shelving and customer information
• Responsible for creating and achieving 100% of cycle-planning objectives

 
Qualifications and Experience Required:
 

• Post-secondary education required
• Minimum of 3 to 5 years of Business Sales experience, preferably in the Consumer Packaged Goods industry
• Strong working knowledge of Microsoft Office (Excel and PowerPoint) and COGNOS required
• Excellent persuasive selling and negotiation skills
• Strong leadership and project management skills
• Excellent written and verbal communication skills
• Well- developed analytical skills

Key Account Manager, Alberta