KAM Off Trade Top Accounts

Job Description :

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About the function:

About the role:

Job Title: KAM Off Trade Top Accounts

Location: Santiago de Chile

Contract Term:Full Time

Reports into: Off Trade Manager Chile

Function: Commercial/Sales

Role Overview:

The Key Account Manager Off Trade Top Accounts is responsible for driving sustainable, profitable growth and strengthen Diageo's market leadership across strategic Off-Trade accounts by developing winning customer partnerships, executing Joint Business Plans, and delivering outstanding commercial execution.

The purpose of this role is to own the field sales operations discipline for Key Accounts, with particular focus on store-level execution infrastructure, execution planning, outlet / store segmentation, incentive execution and JCP / JBP management routines. The role ensures that Key Account plans are translated into disciplined store execution, with clear coverage, standards, performance routines, merchandiser productivity and issue resolution.

This role exists to improve execution quality and customer experience closer to the customer. It ensures Key Account teams, partners and merchandiser structures have the right operational routines to execute with consistency, respond to performance gaps and deliver the JBP with discipline

Role Responsibilities:

• Develop and execute Joint Business Plans (JBPs) with distributors and strategic Off-Trade customers to deliver sales, market share, and profitability objectives.
• Build strong, long-term relationships with key customers, acting as a trusted business partner and identifying mutual growth opportunities.
• Lead commercial negotiations, ensuring agreements are aligned with Diageo's commercial strategy and financial objectives.
• Translate customer plans and JBP priorities into execution planning routines with clear owners, timings and standards.
• Monitor business performance through sales, sell-out, market share, profitability, and execution KPIs, translating insights into action plans.
• Govern JCP / JBP management routines.
• Lead operational discipline across Key Accounts, Activation, Sales Executive teams, agencies, merchandisers, distributors and Performance Reporting.
• Ensure excellence in in-store execution by driving availability, visibility, assortment, pricing, and promotional compliance.
• Demonstrate leadership through collaboration, influence, accountability, and continuous improvement, fostering strong cross-functional partnerships despite having no direct reports.

Experience / skills required:

• 2–4 years of experience in commercial, sales, or Key Account Management roles, preferably within FMCG, beverage, food, or related industries.
• Experience managing Off-Trade customers, including modern retail, supermarkets, wholesalers, distributors, or regional retail chains.
• Proven experience supporting or leading commercial negotiations, managing customer agreements, promotional plans, and executing commercial initiatives.
• Experience analyzing sales performance, profitability, market share, and commercial KPIs to support business decisions.
• Demonstrated ability to work cross-functionally with Trade Marketing, Supply Chain, Finance, Marketing, and Customer Service teams to ensure successful execution of customer plans.
• Experience managing trade investment and commercial budgets is considered an advantage.

Role Expectations:

·       Education: Bachelor's degree in Business Administration, Commercial Engineering, Industrial Engineering, Marketing, or a related field.

·       Technical Skills:

• Advanced proficiency in Microsoft Excel, including PivotTables, advanced formulas, and data analysis.
• Strong PowerPoint presentation skills with the ability to prepare executive-level presentations.
• Knowledge of Power BI or other business intelligence and data visualization tools is preferred.
• Solid understanding of commercial KPIs, including sell-in, sell-out, profitability, market share, inventory management, and product rotation.
• Experience with ERP and CRM platforms (e.g., SAP, Salesforce, or similar systems) is preferred.

·       Core Competencies:

• Commercial Acumen
• Strong negotiation and influencing skills.
• Results-oriented mindset.
• Analytical thinking and data-driven decision-making.
• Planning and organizational skills.
• Excellent communication and presentation skills.
• Cross-functional collaboration.
• Proactive attitude and ability to work independently.
• Strong problem-solving and decision-making capabilities.

·       Preferred Qualifications:

• Experience managing strategic or high-volume customer accounts.
• Strong understanding of the FMCG industry and Off-Trade channel dynamics.
• Experience participating in commercial business plans) with key customers.
• ntermediate English proficiency is preferred.

·       Role Expectations:

• This position is designed for a Semi-Senior Key Account Manager who is expected to:
• Independently manage a portfolio of strategic customer accounts.
• Deliver sales, profitability, and execution targets.
• Identify growth opportunities and develop customer-specific business plans.
• Lead medium-complexity commercial negotiations.
• Present business insights and recommendations to both internal and external stakeholders.
• Demonstrate the potential to progress into a Senior Key Account Manager role within the next 2–3 years.

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to new heights and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

Recruitment Scam Warning 

Protecting candidates is very important to us. All communications regarding your application will come from an email address ending in @diageo.com. In our recruitment process, we'll never ask for money. 

Worker Type :

Regular

Primary Location:

Santiago

Additional Locations :

Job Posting Start Date :

2026-07-09