Key Account Manager, Sam's and BJs

Job Title: Key Account Manager, Sam’s Club & BJs Wholesale Club 

Location: Bentonville, AR (NW AR), New York or Florida

About Diageo:

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. From global icons like Johnnie Walker, Guinness and Tanqueray to Smirnoff and Don Julio, we create brands consumers love. Bring your enthusiasm and use your curiosity as you explore, collaborate and innovate.

Together with dedicated people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter future.

Join us to create a career worth celebrating!

Purpose/Scope of Role:   

The Key Account Manager, Sam’s Club & BJs is accountable for achieving the overall FY Plan within the assigned customer base. Responsibilities encompass developing and executing annual customer plans for designated accounts. This role leads Diageo's sales efforts at Corporate Headquarters, ensuring delivery of annual NSV, profit targets, share goals and tactical priorities. The KAM maximizes the performance of Diageo’s Spirits and Beer portfolio of brands within both accounts through the execution of priority sales levers, including distribution, availability, assortment, pricing, inventory availability, and execution excellence to deliver sustainable growth and outstanding customer experiences.  

Responsibilities: 

• Account Strategy Development: Develop and execute account specific annual plans to help drive distribution, innovation and execution to drive long term growth and ultimately deliver against assigned KPIs across Sam’s Club and BJs.   

• Customer Relationship & Business Management: Build and nurture enduring relationships with each retailer grounded in a deep understanding of their business models and priorities that position us as the supplier of choice and trusted partner, delivering exceptional customer experiences, creating shared value, and identifying opportunities for long-term growth.   

• Cross‑Functional & Distributor Collaboration: Work closely with Shopper Marketing, Category Management, Spirits and Beer Region Field Teams, and both spirits and beer distributor partners to drive alignment and ensure cohesive, best‑in‑class execution across the assigned accounts.  

• Market Presence: Maintain a strong market presence, staying close to the customers (both retailer and distributor), competitors, and consumers (the 3 C’s), with travel estimated at 35-45%. 

• Execution Excellence: Work closely with our distributors and region field teams across spirits and beer to drive the highest level of alignment and execution across Sam’s Club and BJs, delivering against our retailer’s expectations. 

• Commercial & Financial Management: Manage your allocated A&P & Fixed Trade Spend budget to drive consistent growth across the assigned accounts. Monitor performance against targets, identify course‑correcting actions, and drive share, distribution, and velocity growth. Lead planning processes and negotiations with each of the retailers buying teams.  Additional responsibilities include: 

• KAM is responsible for delivering against AOP targets while staying in budget, developing a spending plan and monitoring the monthly invoices to ensure no overspend.   

• Regularly monitor and communicate performance against sales and execution.  

• Submit proposals to director related to business spending needs that will drive incremental volume.  

• Maintain accuracy and discipline across forecasting, promotional planning, M&E processes (internal and external) and budgets. 

Experience / skills required:  

• Bachelor's degree required.  

• 5+ years of progressive sales or account management experience within CPG or beverage.  

• Experience managing national or regional Club Channel accounts is preferred.  

• Proven track record of achieving or exceeding sales, revenue, profit, and market share objectives.  

• Experience leading annual customer negotiations, including pricing, promotions, assortment, and features/displays.  

• Experience driving execution of key commercial levers such as distribution, pricing, promotions, merchandising, and display programs.  

• Experience using syndicated data (Circana, Nielsen) to identify opportunities and inform business decisions.  

• Strong financial and commercial acumen, including P&L management, trade investment, forecasting, and ROI analysis.  

• Proficiency with CRM systems, Microsoft Excel, PowerPoint, and sales planning/reporting tools.  

• Willingness and ability to travel as required to support customer meetings, distributor meetings and store visits. 

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you’re supported to handle your wellbeing and balance your priorities from day one.

Rewards & Benefits Statement:

We recognize and value performance, offering our people an attractive Rewards and Benefits package.

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive environment, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you!

If you require a reasonable adjustment, please ensure that you gather 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. 

Minimum Salary

$96,000

Maximum Salary

$160,000