National Key Account Off-Trade

Location: Spain, Barcelona

CURRENT EMPLOYEES, CONSULTANTS, AND AGENCY PARTNERS

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As the National Key Account your overall objective is to develop and implement the sales strategy per customer in alignment with Brown Forman Spain (BFS)’s strategic objectives, and to manage the customer relationship on an ongoing basis.

Based within the country sales structure the Key Account is responsible for a group of national off trade customers. The role has accountability for the full scope of BF´s commercial interaction with the customers, ranging from the development of sales strategy per customer to the management of promotional activities. The role requires close cross functional interaction with trade marketing, planning, marketing, logistics and finance.

Job Responsibilities

Commercial & Financial Performance: Responsible for achieving strategic objectives per customer including volume, turnover and gross profit.

Strategic Account Management: Build and maintain high-impact, long-term partnerships with national account buyers through consistent engagement, joint business planning (JBP), and routine on-site commercial reviews.

Promotional Strategy & Budget Execution: Design, deploy, and evaluate promotional strategies tailored to each customer. Allocate and optimize trade spend and continuous improvement in the management of the accounts by identifying opportunities for efficiency and profitability.

Negotiation & Commercial Term: Responsible for managing customer negotiations in relation to BFS´s commercial strategy and the customers trading terms

NPD Launch Strategy Responsible for developing customer new product launch plans and ensuring successful implementation.

Field Execution & Field Force Alignment: Together with Head of Off-Trade set goals for the outsourced off trade team, follow up their performance and ensure flawless execution at the point of purchase.

Required Experience & Education

• Proven track record in Key Account Management within Fast-Moving Consumer Goods (FMCG), preferably in spirits, wine, or premium beverages.
• Deep understanding of Off-Trade channel dynamics, trade margin structures, and promotional mechanics.
• Strong financial acumen (P&L management, trade spend optimization, gross margin analysis) paired with strategic negotiation skills.
• At least 6 years in key account management in the Spirits industry.
• Strong presentation skills
• Advanced English speaking and writing skills
• Driving license
• High availability to travel nationally (more than 50%)

Requisition Type

Employee

Management Level

Leader

Global Job Level

L1

Number of Openings Available

1