eRetail Key Account Manager- Specialists

  • Company: Moët Hennessy UK
  • Country/Region: United Kingdom
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 2 years
  • Reference No.: MHE01018
  • Date of publication: 2019.12.20


Mission Statement

An amazing opportunity to join a premium drinks business in a fast-paced and growing e-commerce team as an e-Retail Key Account Manager focusing on driving online sales growth in the specialist retail segment.

Main Responsibilities 

The e-Retail Key account manager sits within the e-Retail team, which rolls up in to the UK Off Trade Sales organization. In this role you will play a pivotal role in driving the digital strategy for our key specialist retailers. You will work closely with the Specialist, Department Store and Route to Market teams to define the playbook for these channels. You will also set and execute the online sales strategy for a set of key Specialist, Department Store and Route to Market customers. You will be working with a cross functional team, across Sales, Marketing, Finance Category Management, external agencies and retailers. This role requires negotiation skills, sales experience, analytical skills, agility and a hands-on mind-set.

Account Management

Own strategic and trading relationships with key online pure players

  • Deliver agreed volume, cost price, customer investment (FTT) and profit targets for each of the brands on a key set of accounts
  • Complete Pre and Post Evaluation of all price promotional
  • Manage the overall P&L for specified accounts, keeping an eye on profitability and return on investment
  • Manage the monthly and annual sales forecast in commercial planning system
  • Actively work to protect and grow the distribution of Moet Hennessy brands within the customer(s) in line with channel guidelines
  • Work with Supply Chain and Customer Service to ensure delivery and availability of all ranged lines
  • Ensure timely completion of relevant commercial admin (pricing changes, new line admin, invoice processing)

Specialist, Route to Market & Department Store Channel Management

  • Work in collaboration with respective channel teams to create and implement e-Retail account plans for key multi-channel customers
  • Track and collate channel performance of accounts on a weekly basis and create quarterly wrap-ups for internal and external stakeholders
  • Update and maintain
  • Identify digital sales opportunities for these channels and work with marketing and the relevant channel heads and account managers to bring these ideas to life and trade marketing to scale these activations
  • Work with an e-Retail content manager and marketing teams to create and distribute assets for online activations
  • Understand the competitive landscape of marketplaces and make recommendations back into the business on how we can optimize and grow market-share
  • Drive MHUK e-retail kit content adoption across key e-retailers
  • Maintain the integrity and reliability of internal performance trackers


Qualifications, Experience, Skills Required


  • Degree level
  • Completion of Scotwork or Gap Negotiation Skills Training is a plus

Languages: Fluent in English, second language is a plus

Professional Experience & Know How:

  • 4+ years working as a key account manager for a premium retailer, supplier or brand
  • Knowledge of the Beer, Wines & Spirits industry
  • Experience with ecommerce and/or digital marketing and sales
  • Ability to closely manage a P&L
  • End to end project management experience
  • Able to manage and analyse with large sets of data and draw actionable conclusions
  • Strong organisational and planning skills
  • PowerPoint, Excel and Microsoft Office proficient user

Personal & Interpersonal Skills

  • Understanding of the luxury sector
  • Strong Presentation and Communication Skills
  • Able to work autonomously and be a self-starter who takes initiative
  • Ability to connect and network outside of the immediate team, e.g. with marketing and sales colleagues
  • Thrives in a dynamic, fast-paced work environment