Key Account Manager – Wine

Description:

Role Summary

The Key Account Manager, Wine is a results-driven, entrepreneurial sales professional responsible for driving new business growth while managing and expanding existing key accounts.
This role is designed for a self-starter who thrives in a fast-paced environment, takes ownership of their account portfolio, and is comfortable making strategic decisions based on customer needs.
While managing a portfolio of existing accounts, the primary focus is on hunting for new business opportunities at existing customers and identifying, engaging, and winning new customers to expand market share.
The Key Account Manager will serve as the face of the company to assigned and prospective customers, leveraging expertise in the Wine industry to develop tailored solutions, build strong relationships, and maximize sales performance.


Key Responsibilities

Identify and pursue new customer opportunities, prospecting and winning new business to accelerate volume, revenue and margin growth.
Develop and execute an aggressive sales strategy, from lead generation and qualification to contract negotiation and closing.
Take ownership of customer engagements, making informed decisions to maximize value and drive long-term partnerships.
Strengthen relationships with existing customers, continuously identifying opportunities for expanding basket of products offered, upselling and cross-selling.
Act as a strategic partner, deeply understanding customer challenges and aligning company offerings to their needs.
Stay ahead of industry trends, competitor activity and market opportunities to proactively position solutions.
Develop strategic pricing structures based on market conditions, customer profiles, and company objectives.
Create account sales plans, manage budgeting, and develop strategic approaches to achieve volume, revenue and gross margin targets. Involving the negotiation of terms, developing
proposals, and management of contractual agreements with new and existing accounts, ensuring strong financial outcomes.
Work closely with internal teams to ensure seamless execution of customer requirements and high service levels. Including contributing to sales forecasting by analysing market trends and historical data to drive growth and decision-making.
Provide hands-on support in resolving customer challenges, managing complaints, and ensuring satisfaction.
Build and maintain strong relationships with Wine Principals – company and Mercier Barrels
Conduct trials at customers using company products
Actively drive growth of company and Mercier Barrels product offerings

Requirements:

Required Qualifications and Experience

A tertiary qualification such BSc Agri in Grape and Wine Sciences or Diploma in Cellar Technology
Minimum 5 years’ experience as an assistant winemaker or winemaker
Minimum 5 years sales experience in wine sector with strong customer network and relationships