About the role
- At its core, the Key Customer Manager (KCM) role is responsible for executing agreed joint business plans, executing the agreed Distribution, Volume and Revenue targets.
- Sat within the wholesale team this is a dynamic, P&L responsible role managing Regional Wholesale Partners and National Wholesale depots in the Wales and Southwest region, and works closely with the local IFT team. This role requires a tenacious individual who is skilled at developing and maintaining brilliant relationships across all levels of the customer’s business, by demonstrating to your customers how we can build mutual value and disproportionately win in the market by working with HEINEKEN.
- The KCM is also a key leading role in the Major Customers team, in particular supporting the Wholesale LT drive the culture and capability of the wholesale channel.
Who we’re looking for
We’re looking for someone that’s analytically minded, but with the ability to build and grow relationships and implement strategic initiatives. With strong interpersonal, influencing, and negotiation skills, you will have the ability to work with a broad spectrum of stakeholders. Your ability to plan and implement plans will help you gain a real commercial advantage.
We’re looking for someone with a great attitude and a good team player. You should have a desire to learn and be continuously curious about how our channel works and what we could be doing differently – we’re always up for a positive challenge so there’s loads to achieve here.
This role needs someone who’s great at building relationships across both our customer base and our internal teams. You’ll be managing a broad contact strategy with customers and colleagues, so we’re looking for someone who can flex their style and leave a great impression.
A full UK driving licence is essential for this role. Ideally, you'll have at least 3 months of professional driving experience, but if you don't, that's fine. We'll provide full on-road driver training during your first few months with us.
So, what will you be doing? Here are some key accountabilities & technical criteria we’re looking for:
- Ensuring all account plans, commercial and brand objectives with the customer are understood and executed to a high standard, growing the availability and visibility of HUK brands within the customer’s account base
- The Wales and Southwest region covers customers and depots from Bristol, Bath, Exeter, Plymouth, Southampton down to Devon & Cornwall and up to Newport, Cardiff, Swansea, Cheltenham and Alcester so travel is required to drive commercial performance and connectivity
- You will be accountable for managing high profile relationships so building effective rapport with both internal and external stakeholders is a fundamental part of implementing the customer JVCA’s. Delivering through others is an important aspect of achieving ambitions
- Commercial Experience – ideally candidates will have P&L accountability experience with a keen eye for detail and confidence with value driving levers, deal modelling and approvals
- Broad thinking & ability to manage complexity & ambiguity – you may find there to be conflict with your goals and the business / customers objectives, a KCM needs to think creatively to achieve the right commercial outcomes
- Category Based Selling – bringing HUK’s new Category Strategy to life with customers & using it as a platform to unlock mutual value opportunities.
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