Key Accounts Manager Central America

WestLAC is one of the 5 markets within LAC and is comprised of 40 countries. It includes 5 business units: Jamaica, Argentina, Chile-Peru-Bolivia & Ecuador, Free Trade Zones & Border and Caribbean & Central America. CCA is a mix of distributor markets and IMCs. Guatemala, Honduras, El Salvador, Nicaragua, Costa Rica and Panamá are markets within scope. In most of these markets Diageo works with 3rd party distributors, 1 per country except in Nicaragua and Costa Rica where S.Ice is managed by the local brewery. In Costa Rica Diageo operates also with a Joint Venture. Wal Mart is the #1 retailer in CA, operating 11 different banners with +500 stores from Guatemala to Costa Rica, representing 10% of Diageo CA’s NSV and is also a strategic partner for Diageo globally. Price Smart is the fastest growing key account with a unique cash and carry banner, with 17 stores from Guatemala to Panamá; it represents 6% of Diageo CA’s NSV. 
 
Purpose of Role: 
To be the main point of contact among Distributors, Key Accounts and Diageo Teams ensuring the customer plans are in place, aligning our way of working and implementing the overall Diageo Performance Ambition in order to build a sustainable relationship, aiming to become supplier of choice. He/she is expected to build and maintain a high level of alignment with distributor’s Management in order to drive a successful Central America Key Account Strategy and is responsible for developing strong partnership relationships with regional KA to increase focus and support for the entire Diageo portfolio of spirits and beer brands whilst increasing Total Category focus, Diageo’s financial targets and portfolio brand visibility. Role reports to the Commercial Manager CA and is based in Costa Rica. Other locations within CCA may be considered.
 
 
Key Outputs:

• Responsible for making decisions and manage day to day relationship with KA.
• In conjunction with CM and working with all relevant WestLAC functions develop channel performance deliverables in line with WestLAC Performance Ambition.
• Build Joint Customer Plans and articulate Trade Strategy for each KA, working in conjunction with Distributor Partners and Commercial Heads of each market.
• Build mutually beneficial and collaborative relationships with key accounts and distributor partners and within the Commercial Team is paramount in order to achieve amazing outcomes for all. Act as the key link between KA, Distributor Partners, and Commercial Heads.
• Implement M&E process and culture of constantly evaluating and improving performance.
• While working in conjunction with Consumer Planning, develop consumer insights based on shopper research and turn them into business opportunities.
• Establish Diageo (and Distributors) as the “Suppliers of choice” while leading Category Captaincy, shelf-layouts, and working with scan data.
• Provide the CM and VCA team with monthly feedback on all operation activities and performance.

 
Qualifications and Experience Require:

• Bachelor’s Degree in Business or related field required. English and Spanish proficiency required.
• +3 years in CPG Key Account/ CPG Sales and /or Customer Marketing /Trade Marketing areas with specific experience in managing Key Accounts (Walmart, Pricemart preferred).
• Selling experience as part of an organization with Sales training essential and very good knowledge of Key account and category management. Cross functional experience and value chain management. Understanding of big retailer strategy and operations essential.
• Strong influencing and negotiation skills with a range and adaptability of style. Leadership capabilities to coordinate the CA Key Account agenda and interface with Global team.
• Ability to work around and within a variety of different market conditions and demographic factors
• Strong presentation, planning skills analytical skills and data literate. Good business and financial acumen. Drive, strategic thinking, proactive in pursuit of goals
• Travel 30%.
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Key Accounts Manager Central America