Requisition ID: 38371
We are now looking for a Key Account Manager to join our brilliant Sales team in Scotland
Brands to love, Careers to last.
Why You Should Join Us
At Molson Coors, we've been bringing people together over a cold beer for more than 200 years. Our award-winning portfolio includes beloved brands such as Coors, Carling, Madri Excepcional and Blue Moon, our diverse range also features popular brands like Aspall, Rekorderlig, Staropramen, Doom Bar, and an expanding premium spirits line. As a global leader in the beverage industry, we are deeply committed to promoting responsible drinking and driving sustainability.
With a presence in over 100 countries and a team of 16,000 employees, we are dedicated to fostering a sustainable future for our communities and championing responsible drinking worldwide.
Joining us means becoming part of a company that values tradition while innovating to meet the evolving tastes of our consumers. We believe in celebrating all of life’s moments together and making a positive impact in the world.
As a People First organisation, we’re happy to discuss flexible working options.
Your Purpose
The Key Account Manager (KAM) reports to the Regional Sales Controller withd Brands (including Wines& Spirits) with our larger regional Key Accounts, including Regional Pub Groups (RPGs), Stadia and large halo sites across a defined geographic region. They hold full P accountability for the direct business in that area.
You will develop a substantive existing customer base while delivering high-quality, sustainable new business, working closely with New Business Managers. The KAM new business pipeline will specifically focus on larger groups with over 5 sites, or key halo sites able to deliver over 1kHLs. You will grow accounts by using market insights, category-led selling, strong commercial arguments, and value-adding partnerships such as rebates, loans, and our technical solutions like Cellarplus.
Effective Key Account planning and disciplined use of the CRM system (Beermate) are essential, as is accurately maintaining and using data to identify opportunities and tightly controlling controllable spending (Rebates/ Tactical Promotions / Freeloaders/ Hospitality /POS).
Finally, You must role-model MCBC values, be results-driven, and consistently deliver brilliant in outlet execution including digital in a fast-changing and competitive market
Key Responsibilities:
- Drive volume and profit by expanding Own and Factored brand distribution across key accounts, growing market share through strong customer relationships and a one-team approach.
- Maintain high operational standards, including accurate visit reporting, disciplined account planning, and compliant commercial activity aligned to trading policy.
- Use market insights and data tools to prioritise effectively, improving distribution, volume, share, profitability, spend control, and customer experience.
- Demonstrate strong commercial acumen, negotiation skills, and curiosity to identify opportunities, delivering value through effective activation and execution.
- Build and manage a strong pipeline of regional pub groups, ensuring accurate forecasting, quality data, full portfolio selling, and adoption of digital ordering tools.
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Required Skills:
- Proven track record of delivering strong commercial results per agreed plans and goals in a sales-driven environment including in RPGs and Stadia.
- Demonstrated ability to manage a complex P to enable delivery against performance goals.
- Strong influencing and negotiation skills at senior level with internal and external stakeholders and using these skills to deliver commercially viable and successful outcomes.
- High IT literacy, including Excel, PowerPoint, Teams, and CRM platforms such as Salesforce.
- Highly skilled in using data analysis, research and planning to drive brand distribution, volume, market share and AC whilst controlling spending and debt control to enable meeting sales targets and plans.
- Confident in data analytics and reporting to measure, record and communicate performance and use said data to influence future planning and approach with success.
- Be able to lead and engage key MFST functions around building complex proposals and deal structuring, including Investment Managers, Credit Control, Credit Review Committee, Category, Activation and brands.
- Be able to lead and manage projects independently.
- Able to understand RPG group operational structures and financial structures.
- Competence in supporting CTS planning and implementation on large installs.
Required Work Experience
- Proven experience in an On-Trade role with excellent external market understanding and the ability to use this understanding to shape and deliver on commercial outcomes.
- Experience in effective, strategic and data led new business development and territory planning to unlock growth in region
- High level of experience in developing long term, meaningful and commerically viable and customer centric client relationship and leveraging these to drive sustainable volume and profitiablity and meet demanding growth plans.
- Proven experience in meeting operational standards, including call rates, accurate call recording, disciplined journey planning, and maintaining up-to-date customer and technical service data within Beermate.
Molson Coors Beverage Company: Building Careers
Molson Coors Beverage Company is an Equal Opportunity Employer, and we seek, value and respect everyone’s unique perspectives and experiences knowing that we are stronger together.
Our aim to build a skilled and highly engaged workforce that unites around our shared values and reflects our diverse marketplace; and foster a workplace where all employees’ unique talents, skills and perspectives are valued and leveraged – where all people feel that we are #BetterWithYou. This makes our talent strategy simple – we want the best talent in all our roles, regardless of their background.
We are Disability Confident Committed. If you require any additional assistance or adjustments in advance of, or during the application and/or hiring process, please contact us at
[email protected].
