Key Account Manager Off Trade Wholesale

Employment Type:
Full Time
AB InBev
Job Ref:

About the role:

At the heart of our dynamic global growth is a simple belief: nothing should come between incredibly talented people and an accelerated career.

That's why we dream big. Why we look to the future, not the past. Why we value talent over title. And why we hire people that can be better than ourselves.

At AB InBev you'll join a driven team that shares your desire to grow, your courage to challenge and commitment to act. In return, we'll reward your achievements.

The opportunity is here. Make it yours!

Key Account Manager Off Trade Wholesale


- Deliver ledger budgeted MACO & EBITDA.

- Grow AB InBev share/sales within ledger by agreeing a promotional and trading plan with the customer base to deliver AB InBev targets.

- Agree a joint customer business plan that not only ensures we deliver our key commercial metrics, but at the same time is focused around our consumers & shoppers.

- Structure the right mix of brands and SKUs within the ledger to optimise the potential margin for AB InBev & the customer.

- Develop a strong network of working relationships across the ledger from Buyers, Supply Chain, Marketing and Finance teams.

- Build annual promotional plans with customers to ensure AB InBev has the strongest promotional participation & outperforms the competition across all key commercial metrics. e.g. market share.

- Have an ongoing robust contact strategy plan for all key contacts.


1. Commercial

- Delivery against key commercial targets

- Key responsibilities & activities

- Full ownership of P&L for customer base


- MACO per H/L

- Volume & Market share

- ZBB cost budget

- Debt Management

2. Customer

- Strong / broad customer relationships

- Key responsibilities & activities

- Orchestrate the AB InBev contact strategy with customer base

- Maintain & develop key customer relationships

3. Tracking & Monitoring

- Ongoing granular understanding of account performance metrics

- Key responsibilities & activities

- Weekly PDCA preparation for WPR meetings

- Monthly business review financial analysis preparation

- Monthly performance review at Business Unit meetings

- Ongoing SKU forecasting & delivery

4. Business Planning

- Create, lead & implement joint AB InBev & Customer annual business plan

- Key responsibilities & activities

- JBP that is aligned to both AB InBev & customer strategies

- A plan that gives AB InBev a competitive advantage & leads internal thinking

- A plan that is built in granular detail but also contains a 'plan B'

- Tracked & Monitored against

5. Ways of working

- The defined Account Management ways of working are adhered to

- Key responsibilities & activities

- The key account routines process is followed to the letter

- The pre-identified models & tools are used to support 'doing the job'

- The Off Trade Wholesale governance process is adhered to


- Key dimensions:

- number of subordinates: 0

- volume of business: TBC

- cost budget: TBC

- Turnover circa TBC

- Key contacts: (internal - external)

- Internal : PPM / Forecasting / Credit Mngt / Sales support / Brands / Pack / Pricing team

- External : Customer contacts - buying teams - Trade bodies

- Global : NA

- Zone : Best practice team

About the candidate:


- Strong track record of delivering results with major customers

- Strong technical skill base - particularly negotiation & selling

- Ideally educated to degree level or equivalent (not mandatory)

- Strong numerical & verbal skills

- Understands & embraces the AB InBev culture.

About the Company

We are AB InBev.Committed to driving growth that leads to better living for more people, in more places. Through brands and experiences that bring people together. Through our dedication to brewing the best beer with the best ingredients. And through our commitment to helping farmers, retailers, entrepreneurs and communities grow. We are building a company to last. Not just for a decade, but for the next 100 years. Through our brands and our investment in communities, we will bring more people together, making our company an integral part of our consumers' lives for generations to come.

Our brewing heritage dates back more than 600 years, spanning continents and generations. From our European roots at the Den Hoorn brewery in Leuven, Belgium; to the pioneering spirit of the Anheuser & Co brewery in St. Louis, US; and the creation of the Castle Brewery in South Africa during the Johannesburg gold rush. Now, with operations in over 50 countries, and our brands sold in over 100, we are truly a world leader, and our diverse portfolio of well over 400 beer brands includes global brands Budweiser®, Corona® and Stella Artois®.

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