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Aug 14, 2019

Melbourne, AU

Key Account Executive

Position Objective:

To implement and direct sales strategies, manage product portfolio and price negotiations.

Develop relations to implement trade promotions and advertising for the company through all sales channels.

Responsible for Coles Express, Coles Liquor, Woolworths Petrol Plus, Dan Murphy’s and other P&C/Liquor. As well as supporting Key Account Managers (KAM) with major projects.

To achieve the agreed sales and gross profit budgets, which contribute to the company’s operating income.



  • Set goals and objectives in order to achieve sales and gross profit budgets.
  • Communicate closely with key accounts.
  • Strengthen Company’s profile and working relationship within key accounts.
  • Design and produce reports on key accounts – sales trends, performance, etc.
  • Identify and resolve weakness in Key Accounts Management.
  • Identify and report in a timely manner, any variations of Key Accounts Sales, Gross Profit % and/or Gross Profit $.
  • Improve Sales and Gross Profit on existing and new lines.
  • Coordinate Sales and Marketing activities with assigned brokers.
  • Train, improve and review broker performance.
  • Seek new opportunities and sales growth.
  • Ensure that internal administration procedures are in place for key accounts responsibilities, UBFs and price changes.
  • Provide forecast sales to assist with purchasing and production planning.
  • Regular assessment of Scan data, identifying opportunities where Scan data is available for key accounts responsibilities.
  • Present and secure new products for ranging.
  • Implement proposals and promotional programs, approved by the business.
  • Support KAM’s with major Range Reviews, Price Increases and ad-hoc projects.
  • Learn technical, behavioural and leadership skills required to progress to KAM role in the future.



  • Review and monitor key accounts performance and trading terms.
  • Report monthly when requested on Key Accounts to internal management.
  • Ensure that key accounts are informed and updated with current company product launches and general wholesale pricing.
  • Conduct Field merchandising and price surveys.




  • Industry Knowledge/Key Account experience
  • Advanced analytical skills
  • Strong written/oral presentation skills
  • Result focused
  • Set clear goals and objectives
  • Time management skills
  • Strong Team-worker
  • Negotiation skills
  • Customer service oriented
  • Ambitious
  • Embrace and lead change management
  • Advanced Excel, Word and PowerPoint skills
  • Effective user of Aztec or Nielsen systems

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