ABOUT THE ROLE In this role you will be accountable for creating value through driving revenue and developing strategic relationships with key customers in Italy. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi's presence in Italy.
You will be responsible for delivering key revenue targets as determined by the Country financial plan.
You will develop, and maintain, an effective and strategic relationship with Key Customers and influence the positioning of Bacardi brands in the Country.
You will be accountable for the implementation of Commercial plan that delivers against customer and purchaser programs agreed in the Country Integrated Activity Plan (IAP) specific to Key Customers.
You will drive use of Picture of Success and approach to activate our brands to influence consumers at the point of purchase.
You will be accountable for market share performance in your assigned territory as well as across the entire Italian market.
You will identify opportunities and guide the development and execution of strategies to maximize Bacardi's performance in Key Customers in the Country, achieving value creation and capturing price.
This role is varied, and a large percentage of your time will be interacting with the Key Customers. As a result, you can expect to be travelling extensively to stay connected to all stakeholders.
KEY ACCOUNTABILITIES AND RESPONSIBILITIES Deliver results & excellence in execution
Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
Deliver on Pictures of Success targets
Deliver impact from channel and shopper marketing programs agreed in the Country IAP
Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
Drive, agree,



and execute customer Joint Business Plans that deliver "win-win" value to Bacardi and customers
Execute occasion-based price pack architecture to deliver improved mix
You will be accountable for the effective implementation of our annual price increases
Optimize promotional plans through the year through implementation of the ROI strategy and goals.
Input into the shaping of the channel & portfolio strategy of the Country
Input into the country IAP process to ensure local channel and customer needs are captured
Build effective long-term relationships with Key Customers
Provide accurate demand forecasting to Supply Chain teams
Relentlessly drive a pay for performance approach with Customer
Develop talent and capability
Implement standardized Commercial best practices
Demonstrate expertise in category and shopper insights
Serve as an advisor to Customers to drive mutual growth
Innovation: Identify, develop and make improvements to new ideas, techniques, procedures, services or products (Check one)
MEASURE OF SUCCESS Performance: Achieve financial targets (revenue, profitability) vs. budget for Key Customers in the country; Achieve Pictures of Success targets for Key Customers in the Country
Value share: Drive Value share growth of key Bacardi brands in Key Accounts
Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan
Customer:



Achieve target customer satisfaction measures
Strategy: Participate fully in development, delivery, and ownership of the Country Commercial Strategy
Employee engagement: Drive sustained improvement in engagement and enablement
Talent: Deliver against talent management objectives
THE REWARDS For this role, you will receive the following: A competitive base salary starting from 53K, quarterly and annual premio in line with our Short Term Incentive Plan, company car and competitive local market benefits.
REPORTING LINES Reports to (Solid line): NAM Off Trade
Matrix reporting to (dotted line): None
Leadership Responsibilities: None
Number Supervised: None
KEY RELATIONSHIPS AND INTERDEPENDENCIES Your ability to operate and orchestrate seamlessly within the matrix will be critical for your success in this role and of the function.
Internally:
Convey information to: None
Adapt and Exchange (reach agreement with): Local Consumer and Customer Marketing/ Finance
Influence (effect change): Country Commercial Leadership team / International Key Account Manager (if applicable)
Negotiate with: Country Consumer and Customer Marketing teams
External:
Convey information to: None
Adapt and Exchange (reach agreement with): None
Influence (effect change): None
Negotiate with: Key Customers
CRITICAL EXPERIENCES FOR SUCCESS A bachelor's degree, Master preferred
Experience managing Key Account/Customers in a leading FMCG company at national level
People management experience including proven coaching abilities and leadership abilities to create a collaborative highly performing team
Strong track record of delivery with Customers
Strong negotiation skills
Firsthand field sales experience
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📌 Key Account Manager Off Trade North-West (Open to all candidates, including protected categories - L (Milano)
🏢 Altro
📍 Milano