Key Account Manager

At Britvic we’re on a journey to become the most dynamic soft drinks company. As one of the UK’s leading players in the FMCG market we pride ourselves on setting high standards, being courageous and pushing ourselves to think outside the bottle.

We offer consumers a range of family favourite and global premium brands such as Robinsons, Tango, J20, R Whites & London Essence. We exist to help people enjoy life’s everyday moments.

About the Role:
We have an opportunity for a Key Account Manager in our Discounters and Export Channel. Reporting to the Head of Sales, where you’ll lead the development of key accounts in these customers and markets.

As Key Account Manager, you’ll negotiate, develop, and execute strategic and tactical plans to meet company targets for volume, revenue, and profit. You’ll also manage commercial investments and inspire both internal teams and external customers to execute our commercial propositions and Joint Business Plans (JBP).

We need someone commercially minded, creative, and tenacious, always seeking new ways to drive gold standard execution. You should be a self-starter, organized, disciplined, and ambitious.

Key business stakeholders you will need to engage with in the role are:

1. Britvic’s Customers (Discounters and Export)
2. Account Management colleagues within GB & Ireland
3. Multi-Functional Support Team (MFST) - Brand, RGM, Shopper, Category, and Insight Team
4. Finance and Supply Chain

Key Responsibilities:

1. Align Britvic’s goals with customer needs through strategic planning.
2. Expand customer relationships to identify new business opportunities.
3. Work with the MFST to create 12-18 month rolling annual customer plans.
4. Develop and negotiate outlet-level execution plans, often as a Joint Business Plan (JBP).
5. Manage distribution and execution plans, adjusting with the Planning & Execution team.
6. Oversee price increase plans, from preparation to objection handling.
7. Ensure accurate forecasting in collaboration with Customer Logistics.
8. Prepare thoroughly for customer meetings, ensuring follow-up within 24-48 hours.
9. Track and optimize customer performance, promoting cross-functional collaboration.
10. Spend time in trade to gain insights, evaluate execution, and support field teams.
11. Attend relevant internal and external meetings and conferences.

Knowledge, Skills & Experience Required:

1. Excellent communicator with strong commercial acumen.
2. Proficient in P&L management, forecasting, selling, and negotiation.
3. Excellent interpersonal, communication, and influencing skills.
4. Experience in planning, time management, and IT, including Excel and Microsoft packages.
5. Understanding of budget management, JBP/contract negotiation, and customer relationship building.
6. Self-starter, accountable, and adaptable, with strong partnership abilities.
7. Proficient with internal systems like SAC, XTEL, Nielsen, and KANTAR.
8. A proven team player.

We believe we are stronger together and that’s why we’re committed to providing equal opportunities to all applicants and employees. We know that by building a truly inclusive environment where everyone feels celebrated, safe and respected - diversity and wellbeing will naturally thrive.