Key Account Manager (FTC Until March 2027)

Key Account Manager (FTC Until March 2027)

Key Purpose Statement:
To assist in the commercial growth of the Fullers pub estate primarily through supporting the NAC with the strategic development of both the Managed and Tenanted Estate. This will be alongside working closely with AUK Marketing & Fuller’s stakeholders to deliver an integrated marketing plan focused on excellence at the point of purchase, industry leading activation plans and growth against ROS targets. Another big part of the role is ensuring that Tenanted BDMs, General Managers and key bar staff are knowledgeable and motivated to upsell AUK brands. 

Key Accountabilities:
Reporting to the National Account Controller, responsibilities will include: 

Leased & Tenanted:  

• Develop, plan and implement an L&T strategy that is aligned to core business objectives and in-line with brand guidelines 
• Manage and communicate with key stakeholders in the L&T team to agree promotional support and brochure feature  
• Work with the Business Development Managers and L&T Director to agree a contact strategy with field sales and how we can support them  
• Present at BDM team meetings when required  
• Collaborate with field sales to grow distribution of core brands and track results on a monthly basis and report back versus targets   

Total account:  

• Provide strong financial account management through understanding & analysing sales data to create compelling sales propositions and business recommendation     
• Using Fullers comprehensive sales data to build best in class case studies to support wider teams and sell in  
• Build strong cross functional, internal and external customer relationships with key personnel to ensure success through the delivery of our brand plans 
• Lead the marketing plan ensuring alignment with Fuller’s Business objectives, outlet segmentation and consumer profiles.  
• Managing the marketing TI budget effectively and in line with wider trade marketing plans to ensure it provides a return on investment through driving ROS  
• Evaluate the effectiveness of trade marketing investment and activity 
• Implement training and mystery shops across key brands  
• Attend key Fullers events and AUK brand supported events when required  
• Building relationships and working closely with the Managed House Operations Manager’s to ensure they are supported on our brands and present at team meetings to build stakeholder engagement  
• Working with DTS and the quality team to ensure installs are on track and quality across cask and keg is to a high standard  
• Understand the Long Term Service Agreement and work with the NAC to track against all agreed metrics 
• Lead all innovation projects executed in Fullers being project lead with the innovation team and ensuring best in class implementation  
• CRM lead to ensure all data and distribution is accurate for the Fullers estate  
• Forecasting for all Fullers brands and leading the rotational seasonal cask calendar, marketing plan and forecast  
• POS lead and planning  
• An entrepreneurial mindset –  identify and own key business or channel wide projects to help improve general business processes such as the alignment of Fullers and AUK POS in Chiswick and Staci 

Experience Required:

• Experience in building key customer relationships through networking and being comfortable with meeting new people in varied situations and settings 
• Ability to lead a strong marketing agenda in line with customer objectives   
• Demonstrate building cross functional networks, leading, influencing both internal colleagues & customers across different functions 
• Relevant commercial sales responsibility in a successful FMCG business at KAM level or consistently high performing Account Manager / Regional Account Manager 
• Understands how money is made; has managed a P&L and has a proven track record of P&L growth & mix management 
• Excellent history of negotiations with a proven track record within a results driven culture 
• A structured approach to problem solving 
• Structured selling skills using category, consumer & customer insights combined with strong drive and energy 
• Leadership skills, a strong team player with a proven track record of project management and the ability to work cross functionally 
• An individual that has the courage and conviction to not only make considered and well-presented decisions, but to stand by them 
• Great communication skills supported with a willingness to get out to pubs and meet general managers and tenants  
• Proven ability to analyse data and build strong case studies from the data

Key Attributes of the Successful Person:

• Strong networker, able to operate from Bar to Boardroom 
• Enterprise wide thinker 
• Team player and motivator 
• Analytical thinker with commercial acumen 
• Dynamic and passionate   
• Analyses & manipulates data to identify opportunities & builds commercial solutions  
• Resilient & persistent 
• Courage and conviction to stand by decisions that you believe in 
• Strong drive & ambition to grow and develop within the business 
• Creative thinker, able to think outside of the box and focused on solutions to delivering strong results 
• Attention to detail to ensure all data, forecasting and customer analysis is accurate 

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Asahi Europe and International we believe you can SHINE AS YOU ARE - no matter your age, gender, ethnicity, sexual orientation, disabilities, religion, or beliefs.  We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.