Key Account Director

We’re a team of drinks industry obsessives, driven by supporting the trade – day in and night out. Passion paired with unparalleled industry insight mean we’re always moving forward, collaborating with our customers to understand the needs of their business and to ensure we’re supporting their future growth. We are one of the UK’s largest drinks wholesalers, supplying drinks to several thousand venues in every part of the UK and every segment of the trade, from luxury hotels and world-class event spaces to local restaurants and community pubs. With over 200 years of on-trade experience behind us, and unique insight into the future of our industry, our experience matters.

Overview

The role will work towards achievement of annual margin and revenue targets through the day-to-day management of a specified team of Key Account Managers. The Key Account Director will manage the profitability of a specified region/customer base.

Key Accountabilities

• To deliver an effective customer led growth strategy, which will achieve profit by both growing existing business and opening of new accounts which meet the company’s core KPI’s along with individual/team targets.
• To act as a direct line manager and mentor to the Key Account Managers to ensure a joined-up approach to the growth plan.
• To manage and supplement the standards of the team including all administration and reporting requirements.
• To develop and sustain a highly motivated and coordinated Key Account Team where standards of performance, clarity of objectives and measurement criteria underpin both commercial and customer service requirements.
• Ensure all forecasting and planning tasks are completed within agreed timelines.
• Monthly reviews, internally with Regional Sales Director and Team to cover the following where relevant - account profitability, product mix, opportunities, risks, fixed contribution after variable cost and other attributable ‘costs to serve’.
• Analyse consumer and customer data and include this data to help develop a sound commercial strategy.
• Identify, recommend and drive the implementation of business initiatives to increase sales opportunities and optimise profitability.
• Bring together and maximise opportunity with brand owners to drive marketing, training support and profitability across accounts.
• Develop new business opportunities.
• Confidence to think creatively, have an open mind and not be afraid to challenge the status quo.

About You

• Experience of leading/managing a successful sales team.
• Demonstrable experience of multiple operators / major account handling.
• Knowledge of all drinks categories is required with strong wine knowledge an advantage but not essential.
• Numerically bright with sound analytical capability combined with attention to detail & planning.
• Negotiating and influencing capability.
• Demonstrable experience of Account Profitability.
• Experience of influencing at a senior decision maker level.
• Category management.
• Desirable to have WSET qualification.
• Strong track record of new business generation, negotiation and networking at board level.
• In depth knowledge of the UK on trade.
• Full Driving Licence (6 points max).

Operating through the Matthew Clark, Bibendum, Tennent’s and Bulmers Ireland brands, the Group has a market leading range, scale and reach including an intimate understanding of the markets it serves. From grass to glass, and everything in between, we grow, brew, manufacture, market, and deliver some of the world’s favourite drinks. C&C Group’s portfolio of owned/exclusive brands include: Bulmers, the leading Irish cider brand; Tennent’s, the leading Scottish beer brand; Magners the premium international cider brand; as well as a range of fast-growing, premium and craft ciders and beers, such as Heverlee, Menabrea, Five Lamps and Orchard Pig.

We seek to champion and embed sustainability in everything that we do at C&C. While delivering joy to customers, we always shine a light on people and the planet. We have a clear ESG vision delivering to a better world. We respect, support, and develop all our people to be their best, with a focus on results by creating a culture of winning together. We also recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to delivering on our mission. Therefore, we encourage people from all backgrounds to apply. Please let us know if you require accommodations during the interview process.