Key Account Manager On Trade

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About the Function

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential

About the Role

The Key Account Manager – On Trade is responsible for managing and developing strategic On Trade customers in Portugal.

The role acts as the primary owner of the customer relationship, leading the development and delivery of Joint Business Plans (JBP) that unlock sustainable and profitable growth. This position requires strong commercial acumen, the ability to lead complex negotiations and a deep understanding of the On Trade environment. The KAM will work closely with cross-functional teams to ensure strong alignment between strategy, execution and performance delivery.

Key Responsibilities:

• The Key Account Manager is responsible for developing and implementing Joint Business Plans (JBP) with assigned strategic On Trade customers, ensuring alignment between commercial and brand strategies and the customer’s business priorities.

• The role requires translating strategic objectives into clear and actionable customer plans that drive growth across distribution, pricing, portfolio expansion and activation.

• Through regular business reviews with customers, the KAM will monitor performance, identify opportunities and ensure continuous improvement in commercial results.

• Leading commercial negotiations and building strong customer partnerships. You will manage negotiations with key customers covering pricing, promotional plans, activations and broader commercial agreements. By developing compelling and value-driven customer propositions, the role aims to create mutually beneficial outcomes and establish long-term strategic partnerships that support sustainable category growth.

• Full accountability for customer performance and P&L management, ensuring delivery against agreed targets including volume, NSV, margin and market share. You will regularly monitor performance through internal reviews and customer meetings, analysing key performance indicators such as sell-in, sell-out, distribution and promotional effectiveness in order to identify risks and opportunities and implement corrective actions where necessary.

• Responsible for the management of trade investment, ensuring that commercial investments are effectively planned and allocated to maximise return on investment. This includes tracking the performance of promotional and activation initiatives, adjusting plans where required and ensuring strong governance and compliance across all commercial agreements and investments.

• Strong cross-functional collaboration, working closely with Customer Marketing, Revenue Growth Management (RGM), Commercial Finance and Supply teams to deliver aligned and effective commercial plans. The KAM will also partner with Field Sales teams to ensure excellence in market execution, while maintaining clear and effective communication across all internal stakeholders involved in the customer relationship.

About You

Experience / skills required

• Bachelor’s degree in Business, Marketing, Economics or a related field and bring 5–8 years of commercial experience, ideally within the FMCG or spirits industry.

• Proven track record managing Key Accounts in the On Trade channel, with strong experience in customer negotiations, relationship management and the development and delivery of Joint Business Plans that drive sustainable growth.

• Combine strong commercial and financial acumen, with a clear understanding of P&L drivers, and the ability to translate data and insights into actionable commercial strategies.

• A strategic thinker with a strong execution mindset

• Comfortable influencing stakeholders, managing complex negotiations and working cross-functionally in a fast-paced environment.

• Passionate about the hospitality and On Trade sector, with an entrepreneurial mindset and a strong will to win. Known for building trusted relationships and collaborating effectively across teams, you demonstrate high levels of ownership, accountability and a solution-oriented approach to delivering results. Fluency in Portuguese and advanced English and/or Spanish are required for this role.

Working with us

Flexible Working Statement  

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

Rewards & Benefits Statement

We recognize and value performance, offering our people a highly competitive Rewards and Benefits package including:

• Contemporary work life balance policies and wellbeing activities.

• Comprehensive health insurance for you and your family.

• Employee Assistance Programme.

• Annual bonus dependent on performance.

• Tools for your day to day job like Company car, computer and mobile phone

Diversity statement

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, 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 culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, 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 the next level 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 capture this information when you submit your application.