Regional Key Account Manager (m/w/d) North

  • Company: Moët Hennessy Germany
  • Country/Region: Germany
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 2 years
  • Reference No.: MHE01052
  • Date of publication: 2020.02.14


Regional Key Account Manager (m/w/d) North


Mission Statement:

Develop Wholesaler, national On Trade Key Account Business and national hotel chains according to brand and portfolio strategies and maximize profit growth.


Main Responsibilities:

  • Ensure company targets for wholesaler channel are met
  • Be responsible for volume and profit development of the regional customer universe / wholesaler channel
  • Ensure perfect coordination with Sales Area Managers and Sales Representatives of On Trade Team
  • Proactively identify and leverage sales potentials (new customers, RoS, new routes to markets, etc.)
  • Proactively participate and develop Sales/Marketing projects in coordination with NKAM
  • Be in charge of product / brand training of customers' sales forces
  • Be involved in the sales and volume planning process
  • Thoroughly and continuously update understanding of the wholesaler market, its linkage to the gastronomy, B2B/B2C, specialist business as well as the competitors' activities
  • Ensure all negotiated activities are compliant with competition law rules and inform line manager immediately if at risk
  • Run and animate annual meetings with wholesaler and support your other colleagues in negotiations with regional wholesalers
  • Support the National KAM in building a customer network of national hotel chains and implement minimum listings of our portfolio, also support our wholesalers to do so
  • Strongly activate wholesalers and support On-trade team in running trainings and tastings to win their Sales Representatives as MH Ambassadors


Qualifications, Experience and Skills required:


  • Commercial training or Business Administration or related with an emphasis on Sales
  • A minimum of three years of professional experience in Sales



  • German & English fluently written & spoken
  • French and other languages are a plus


Professional experience & know how

  • Great customer management skills
  • Understanding of the German wholesaler and gastro market
  • Good knowledge of national hotel chains


Technical & management skills

  • Proven abilities in communication and negotiations
  • Structured, methodical beginning
  • Strong analytical and strategic skills
  • Ability to assert oneself
  • Openness and flexibility
  • Driving License 3


Personal & interpersonal skills

  • Result and customer orientation
  • Creativity & Innovation
  • Effective team player, collaborative
  • Strong communicator
  • Ability to influence and to motivate others
  • Wine knowledge and passion, together with an affinity to French culture
  • Mobility - willing to consider an international career