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Key Account Manager

1 month ago

Ho Chi Minh City, Vietnam Treasury Wine Estates Full time

**About us**

Treasury Wine Estates (TWE) is a premium focused, global leader in wine with strong positions in key global markets, supported by an unrivalled global footprint, business model, award-winning premium brand portfolio and a talented global team of over 2,500 people. Listed on the Australian Securities Exchange (ASX), we know that it's the thinkers, makers and doers who have the most impact as we strive towards being recognized as the world's most admired premium wine company.

TWE is the largest exporter of Australian wine to Asia, with our brands '“ especially Penfolds, Wolf Blass and Wynns - increasingly well known in the region's more established wine markets. We have exciting plans in place to develop our Country of Origin offering with recently released wines from the US, France, Chile and South Africa.

**What's in it for you**
- Attractive remuneration and healthcare benefits
- 21 days of paid annual leave per year
- Flexible work arrangement to support your wellbeing
- Outstanding career development opportunities to realise your full potential
- Collaborative and inclusive culture where people and performance thrive

**About the role**

The role holder will create the footprint to drive the customers in terms of distributions and promotional activities for Penfolds and ensure that the distributors/customers overachieve the budget plans within the on-trade channel

The role holder will also work to ensure that Penfold brands dominate the wine category in the on-trade in Vietnam by maximising the coverage of our brands and build direct relationships with key customers in the market. In addition, the role holder will provide key insights/market intelligence on the market.

**Key Responsibilities/ Accountabilities**:
**1) Managing on-trade customers**

Ensuring that the on-trade customers achieve the goal objectives agreed with Penfolds:

- Inspiring customers on our brands, by giving support and by improving capability
- Set the objectives and targets; key in establishing distribution plan, marketing and promotional plans with the distributors /customers
- Track performance against targets monthly and identify potential risk to the target
- Identify opportunities to mitigate any risks in budget
- Ensure that the distribution plan is well executed and that our priority brands are available in all the relevant channels
- Provide insights on the depletion of the brands by key customers
- Develop direct customer relationship with top accounts in Vietnam
- Grow all our priority brands in the market and embed our regional strategy in the markets

**2) Brand Distribution / Activation**

Ensure brand availability and presence in on-trade outlets:

- Work on the distribution plan and promotional calendar of activities with the customers to ensure proper execution.
- Ensure best in class execution, and significantly ramp up our in-store availability and presence across on-trade outlets
- Utilise shopper insights where relevant to drive category captaincy.
- Lead in market, ahead of competitors and ensure proper execution of events and activities as well as driving the marketing agenda to increase brand awareness and brand engagement with consumers

**3) Competitors' Analysis**

Provide market intelligence:

- Gather and input competitor intelligence
- Pricing analysis of competitors' products and ensure that we have the right positioning in the market for our brands
- Provide information on any gaps in the market
- Identify opportunities in the market to growing the Penfolds portfolio and recommending investment needs for future growth as appropriate.
- Presentation and communication of key issues impacting on the business

**Qualifications and Experience**:

- Business related qualification
- Extensive and demonstrable commercial and marketing experience within a major FMCG company; Preferably wine and spirits industry
- Excellent relationship building skills
- A proven track record of performance and delivery
- Strong problem-solving skills
- Brand building oriented
- Ability to constantly drive profitability
- Hands-on individual
- Ability to work independently, with mínimal supervision and drive decision making
- Strong commercial acumen
- Wine knowledge and passionate about the industry
- Experience of complex and diverse market environments
- Attention to details

**Culture**

We bring our whole selves, we're courageous and we deliver together '“ that's our DNA. We're a passionate bunch who enjoy working together, like to have fun and keep things down-to-earth. We're brave enough and care enough to have the right conversations to get the best outcome and are famous for our can-do attitude. We're definitely 'œglass half full'
- people and see challenges as opportunities and move with pace to achieve our goals.

**Inclusion and Diversity**

**How to apply