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Asahi UK (AUK), part of Asahi Europe & International Ltd, aims to enrich consumer experiences through innovation, high-quality service and an exceptional portfolio of premium beer, ale and cider brands including, Peroni Nastro Azzurro, Asahi Super Dry, Meantime, Fuller's London Pride and Cornish Orchards. Our aim is to be the leading super premium beer business in the UK, through a brand mix that creates a compelling proposition. At AUK we operate as an end to end business unit responsible for sales, marketing, customer operations, production, supply chain and wholesale operations in the UK & Ireland.
Key Account Manager, Discounters
Key Purpose Statement:
The Key Account Manager for UK Discounters is responsible for sustainable growth of the Asahi UK portfolio within the Grocery channel, developing strategic partnerships, and managing key relationships with major discount retail chains across the UK. This role focuses on achieving revenue targets, optimizing account profitability, and ensuring exceptional service delivery to meet the needs of discounter clients.
Key Accountabilities:
The KAM is responsible for the following key outputs and accountabilities:
* Account Strategy & Planning: Develop and implement tailored business plans for each key discounter, aligned with overall business objectives.
* Sales & Revenue Growth: Achieve and exceed sales targets by identifying opportunities for revenue growth and market penetration within the UK discounter channel.
* Relationship Management: Build and maintain strong, long-term relationships with key stakeholders at major discounter chains to ensure mutual success and sustainable partnerships.
* Joint Business Planning: Lead negotiations and develop joint business plans, ensuring agreement on pricing, promotional activity, and product distribution.
* Performance Tracking & Reporting: Monitor sales performance, track key account metrics, and report on account progress, opportunities, and risks to senior management.
* Promotional Planning & Execution: Coordinate and execute promotional strategies tailored to discounters, ensuring optimal product placement and visibility across the retail environment.
* Cross-functional Collaboration: Work closely with marketing, supply chain, category management, and finance teams to ensure alignment and efficient execution of account strategies.
* Customer Insights & Market Trends: Stay abreast of industry trends, customer needs, and competitor activity to proactively adjust strategies and maintain a competitive edge.
* Problem Solving & Issue Resolution: Act as the primary point of contact for resolving operational or commercial challenges, ensuring timely resolution and maintaining account satisfaction.
* Profitability Management: Ensure that accounts are managed profitably by optimizing trade spend, margin performance, and promotional investment.
* New Business: Seek new business & portfolio building opportunities both within the existing account base & with prospective retail customers.
* Projects: Have the ability to take on projects or develop new initiatives as well as deliver on the day job.
Experience Required:
* Relevant sales experience in an FMCG business.
* Experience working with premium brands, protecting brand equity and delivering.
* A track record of building collaborative customer relationships.
* Structured selling skills combined with strong drive and energy.
* Strong persuasive, negotiation and presentation capabilities.
* Good commercial understanding, strong numerical and analytical skills.
* Outstanding communicator, able to work with individuals across all levels & functions.
* Ability to take the initiative, explore and deliver new business opportunities.
* Capable of maintaining key account management tools including performance reports and budget management.
Key Attributes of the Successful Person:
* Dynamic with a desire to learn.
* Resilient and has confidence to uphold strategic decisions.
* Team player focussed on delivery and thrives in a challenging environment.
* Capacity to derive insight from data with accuracy and focus.
* Accountable for actions and commitments.
* Motivated by personal development - desire to progress commercial career.
* Ability to drive, develop and implement new solutions.
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