Key Account Manager Heinemann, GTME Europe

Global Travel & Middle East (GTME) is a substantial and growing business for Diageo with a combined profit contribution of c£200m. The business is operated through 4 regions – Europe, Americas, Asia Pacific and Middle East/North Africa (MENA). Global travel is a highly attractive growth market, giving unparalleled access to affluent, global consumers. The global travel component of the business covers all travel retail channels – airports, airlines, cruise, ferry, border, diplomatic and military channels. Our vision is to be the undisputed leader in Travel Retail and the Middle East and to achieve double digit growth each year through winning in the premium and reserve liquor categories. Our strategic intent is to grow people, drive value and beat the competition. A large part of this ambition will be achieved through building amazing customer relationships, inspiring the team to new levels of performance and providing an unparalleled brand proposition and luxury retail experience. Heinemann is on of our key customers in Travel Retail operating in all travel retail channels all across the world with leading airports in Frankfurt, Amsterdam, Sydney, Copenhagen and Istanbul.

The Role

In this role you will be responsible for the Heinemann airport business managing a fast moving business that operates within a multi-cultural, multi-national, multi-channel, multi outlet and multi-currency environment. Furthermore you will manage the relationships with a range of Diageo stakeholders and customers with significant senior engagement. In this role you will operate in a highly competitive and highly visible retail environment where you need to understand the complex motivations of shoppers, consumers and customers. Further you ensure that local activities are aligned with global and regional brand strategies and you will implement the commercial and brand strategy/ plans.

Top Accountabilities 

•Agrees Joint Business plans:  sales drivers and activities with customers including promotional activity, share of space, distribution & visibility and brand mix. Bringing regional brand and trade plans together with an assessment of the local customer, consumer and shopper opportunities
•Manage full P&L in terms of volume, net sales value, OP, whilst managing the price and margin mix through successful negotiation and long term, value creating planning with the customers
•Excellent forecasting skills
•Plans, executes and fully evaluates the right range of trade marketing, merchandising and promotional activities/programmes to optimise short and long term sales growth and profitability
•Develops and implements new initiatives to drive brand visibility, the growth of the category and to gain market share for Diageo’s brands
•Resolution and closure of all customer claims and disputes plus accurate and timely approval of rebates, invoice claims and deductions


Your Profile

•Have a proven level of commercial skills, preferably gained within a retail and/or consumer goods environment
•Be highly analytical and data literate, understanding and evaluating the full P&L and appropriate interventions
•Be a strong influencer and negotiator, with a range and adaptability of style
•Have the ability to create and inspire energy for their plans and ideas
•Be able to generate and interpret shopper and consumer insights
•Demonstrate commercial maturity and the ability to manage internal relationships with stakeholders including the pan regional brand team and Global Supply
•Fluent in German and English
•Be passionate about our brands and hungry to succeed

Key Account Manager Heinemann, GTME Europe