Asahi Beverages
Key Account Manager
Asahi Beverages is one of the leading beverage companies in Australia and New Zealand.
Sales and customer success
Full-time
Office | Sydney, NSW, Australia
Visa sponsorship · No
Mid Level · A role for someone with some well-developed knowledge and skills they can bring to the role and team. Typically within 2-5 years of experience.
·
Why Asahi Beverages
With a rich and varied history, Asahi Beverages markets quality alcohol and non-alcohol beverages, boasting a strong portfolio of established household brands and innovative, new-to-market products.
Our non-alcohol portfolio extends across soft drinks, mixers, mineral water, water, juice, tea, energy and sports drinks, with iconic and well-loved brands such as Schweppes, Cool Ridge and Pepsi.
Our alcohol portfolio includes both local craft and international beers such as Asahi Super Dry and Peroni, as well as cider, ready-to-drink and spirits brands.
About the role
The Key Account Manager (KAM) is a dedicated account role, working within our beer and RCS portfolio and is responsible for delivering profit and revenue targets from customers within the retail channel by understanding the customer’s value chain and how to jointly create more value. Key Accountabilities:
- Develop the account plan incorporating range (portfolio and innovation), pricing, positioning, merchandising, and promotions in consultation with the NAM and in line with the business unit strategy.
- Tailor the ideal range plan, space allocation and merchandising for the category within that customer (clustered by outlets if required).
- Articulate ‘what success looks like’ in execution and outcomes.
- Engage the field sales teams to establish execution standards and metrics in line with the key account strategy.
- Agree performance-based terms within overarching Key Account framework.
- Ensure activity implemented within account – promotions, activations, price changes.
- Build effective long-term relationships with customers by understanding their key business drivers & requirements.
- Manage the customer contact matrix from Board to store relationships.
- Understand the customer value chain and identify how to jointly create value.
- Engage with customers to evolve new standards of execution.
About you
- Solid experience in an account management role such as KAM/KAE/NAE across FMCG
- Proven ability to exceed sales targets using a structured data-driven planned approach – strong numeric, analytical and problem-solving skills
- Customer segment profitability analysis – able to evaluate customer performance in consultation with finance/commercial analysis
- Account planning – able to translate the segmentation strategy into venue plans and establish clearly aligned goals and targets
- Revenue planning – able to build business case / cost-benefit analysis - strong numeric, analytical and problem-solving skills
- Skilled in communicating verbally and delivering articulate presentations
- Strong resilience with the ability to succeed in a competitive environment and under pressure
What you'll be responsible for
- ⭐️
Sales Pipeline Fulfilment
Ensure the top of the sales pipeline is adequately filled with quality leads
- 💬
Customer Advocacy and Feedback
Advocate for customers by providing feedback to internal teams on how to better meet customer needs
- 💼
Sales Pipeline Management
Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities
Skills you'll need
- 👥
Collaboration
Works with others by being open, clear in communication and listening to achieve goals
- 📊
Results orientation
Focuses on outcomes and the steps it takes to achieve them
- 💡
Problem solving
Identifies problems and develops logical solutions that address the problems
Meet the team
