Key Account Manager – Wholesale & Managed Accounts Western Germany

Job Description :

Sales is where our brands meet the real world. 

This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere. 

It’s a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You’ll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day. 

Role Purpose

In this Key Account role, you will manage and develop customer relationships across western Germany, covering the area from Bremen to Frankfurt. Ideally, you will be based within this region to support regular customer visits and build strong partnerships.

You will develop customer strategies, build strong commercial partnerships and take ownership of sustainable revenue, profit and distribution growth across your assigned customer portfolio.

Top Accountabilities

• Develop and execute customer strategies and annual business plans for key Wholesale and Managed Accounts.
• Own commercial performance across revenue, volume, profitability, distribution and growth targets.
• Build strong customer relationships and lead negotiations, Joint Business Planning and commercial agreements.
• Identify growth opportunities through market, customer and consumer insights.
• Turn data and insights into actionable strategies, recommendations and growth plans.
• Drive Revenue Growth Management initiatives across pricing, promotions, portfolio mix and innovation.
• Partner with Marketing, Brand and Field Sales teams to deliver impactful customer activations and strong in-market execution.
• Manage forecasting, budgets, trade investment and performance tracking.
• Monitor results, identify risks and opportunities, and implement corrective actions where needed.
• Collaborate cross-functionally to support channel growth and share market insights.

• 5+ years of experience in Key Account Management or commercial roles within FMCG, ideally in beverages, hospitality or the On-Trade sector.
• Strong understanding of the German On-Trade market, wholesale landscape and routes to market.
• Proven track record in customer strategy development, annual negotiations and Joint Business Planning.
• Strong commercial acumen with experience in pricing, promotions, trade investment and Revenue Growth Management.
• Ability to turn customer, consumer and market insights into growth opportunities.
• Strong analytical skills with experience working with sales, financial and performance data.
• Excellent stakeholder management skills and the ability to influence senior decision-makers.
• Experience working in cross-functional and matrix organizations.
• Proactive, results-driven mindset with strong ownership and problem-solving skills.
• Passion for premium brands and brand-building within the On-Trade channel.
• University degree in Business, Economics or a related field is preferred.
• Fluent German and English.
• Willingness to travel regularly within the assigned region.

Our purpose is crafting iconic drinks chosen for life’s moments. And it’s our people, with their different experiences, perspectives and talents, who make that possible. 

We value diversity in its broadest sense and want everyone to feel they can belong, contribute and strive for their personal best. You’ll work alongside people with different backgrounds, experiences and perspectives — challenging, supporting and learning from one another as one outstanding team. 

Together, we’re constantly learning and improving, combining the strength of our people, capabilities and iconic brands to raise the bar, grow and win. Wherever you join us, you’ll have the opportunity to contribute, make an impact and play your part in making life’s moments mean a little more. 

Ready to bring your best? This could be your opportunity. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application. 

Recruitment Scam Warning 

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money. 

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