National Accounts Group Manager - Off Premise

Team leadership and people development

1. Inspire and lead a 5 person team
2. Set & communicate priorities and KPIs
3. Ensure effective collaboration within the team, together with other departments
4. Develop team members through goal setting, feedback, and coaching
5. Conduct periodic talent assessments and develop individual development plans

Commercial strategy & planning

1. Build a 360° understanding of customers (strategies/priorities, competitor, customer/shopper)
2. Develop & execute channel/customer strategies & plans for distribution, visibility, pricing and
3. promotion
4. Collaborate with Insights, Trade Marketing, RGM and Sales Planning & Operations to prioritize listing opportunities, develop the promotion/activation calendar, and prepare national plan presentations
5. Communicate strategies & plans and gain alignment within Sales and other functions
6. Maintain accurate rolling sales forecasts by customer in close collaboration with Integrated

Business Planning

1. Set annual targets and allocate resources by customer, with KPIs to measure results
2. Develop tools & guidelines for KAMs to drive profitable business growth
3. Analyze results, capture learning and assess issues & opportunities on an ongoing basis to pursue continuous improvement

Customer Management

1. Build and continuously improve relationships with key accounts, leading to closer collaboration and win-win solutions that create joint value for the company and customers. Become preferred supplier
2. Oversee negotiations with key customers, using category-based brand selling
3. Plan and negotiate performance incentives for customers
4. Execute distribution and promotion/activation plans
5. Provide regular communication of relevant information on customer strategies & priorities, Competitor activity, category trends, opportunities & threats to respective stakeholders
6. Analyze the effectiveness of trade promotions & activations; recommend improvements
7. Provide clear, well supported explanations on performance drivers by customer

Capabilities DevelopmentCapabilities Development

1. Lead the company's  Commercial Way deployment across the National Accounts team
2. Work with Trade Marketing to develop tools and programs to maximize the availability, visibility, and promotion of our brands
3. Assess commercial capabilities for key customer management; identify and prioritize areas for improvement
4. Collaborate with Sales Planning & Operations and HR on team and individual training needs
5. Be a center of excellence for customer management within the company Japan

Budget management and business administration

1. Deliver annual revenue and profit targets
2. Work closely with Sales Planning & Operations and Finance to manage annual budgets and monitor spending & commitments versus plan
3. Allocate resources by customer
4. Develop dashboards and reports to provide visibility on plans and performance
5. Prepare analyses, reports and recommendations to share with colleagues in Sales, Marketing,

Finance, and Supply Chain

1. Ensure consistency, efficiency and effectiveness of processes within National Accounts team and across sales organization

1. High School/GED/Secondary School
2. 10+ years of progressive sales roles
3. Key account management in FMCG or alcohol industries
4. Extensive experience managing & negotiating with major wholesale and retail customers at national headquarters level in Japan
5. Ability to develop and use data and customer understanding to drive growth
6. Team & people management, with demonstrated leadership skills
7. Fluent Japanese
8. Prior experience in premium and super-premium wine & spirits in Japan
9. Experience working in international companies, particularly US or European
10. Ability to communicate effectively in English
11. Strategic & critical thinking
12. Business & commercial acumen and judgment
13. Fact based approach to decision making, making effective use of data & insights
14. People management & development
15. High honesty and integrity
16. Drive for results, with a problem solving mindset
17. Ability to build productive relationships at all levels both internally and externally
18. Collaborative team player, with conflict management skills
19. Adaptable, flexible and resilient in moments of change or ambiguity
20. Self-starter; initiative to identify opportunities and propose improvement in plans and processes
21. Compelling communication & influence
22. Lead