Overview
The Key Account and Duty Free Manager isResponsible for achieving customer objectives, key performance indicators, and targets by implementing strategies and tactics while managing customers in a manner that will achieve profitable long-term growth.
In addition, this role will be the commercial point of contact for Border Shops (no Dufry), and will be responsible for the implementation of the partnership strategy with Duty Free.
Primary Responsibilities
- Oversee and maintain the relationships between the Company and regional key customers to form long-term partnerships.
- Build and implement the travel and retail strategy, and complete audits for quality implementation in stores
- Support retail and Duty Free partners with training and education
- Work with assigned teams to deliver monthly goals (work-withs, product training samples, etc.)
- Lead all components of the sales process including targeting appropriate accounts, lead selling, education, and positioning brands for success at head office level
- Compile reports on account progress for Duty Free (review depletions, stocks and shipments), complete reconcilations, collect information on point of sales, etc.
- Provide detailed tracking reports of wholesaler performance against agreed-to supplier objectives
- Interact with the Supplier and Regional Marketing Managers for updating programming and brand priorities, standards and best practices leading to successful execution in the market
Additional Primary Responsibilities
- Manage existing client relations while sourcing new Business Development opportunities (private clients)
- Monitor field implementation (including trade visits) and execution of programs within assigned accounts to ensure product pricing and promotion
- Provide support on duties related to administration, reporting, product applications, pricing changes etc.
- Create, coordinate, and attend on-site promotional functions at established customer accounts as required
- Perform other job-related duties as assigned
Minimum Qualifications
- Bachelor’s Degree or an equivalent combination of education and experience.
- Five years of industry-related sales experience within the distribution, hospitality, or supplier community.
- Valid vehicle license and ability to obtain and maintain valid auto insurance.
- Comprehensive understanding of the industry to include regions / varietals, product / pairing techniques, basic production, and service.
- Ability to adapt and can assist a variety of internal customer groups and varying personality types.
- Ability to create and sell innovative ideas.
- Ability to work flexible hours which include early morning evenings, and weekends.
- Ability to work overnight travel as required.
- Ability to participate in business meetings, company initiatives and events upon request.
- Proficient at calculating commissions, percentages, and reviewing comparative sales data for analysis.
- Stay apprised of federal, state, and local laws affecting the beverage / alcohol industry within account responsibility.
Physical Demands
Physical demands with activity or condition for a considerable amount of time include sitting and typing / keyboarding using a computer (e.
g., keyboard, mouse, and monitor) or mobile device.
- Physical demands with activity or condition may include occasional to the rare amount of time include walking, bending, reaching, standing, and stooping.
- May require occasional lifting / lowering, pushing, carrying, or pulling up to 45lbs.
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