The Sr Key Account Manager – Wholesaler is responsible for driving sustainable and profitable growth across the wholesaler channel. This role owns the strategic relationship with key wholesaler partners, translating company priorities into effective customer plans, flawless execution, and strong commercial results.
Success in this role requires strong commercial judgment, analytical rigor, and the ability to influence both internal and external stakeholders to deliver shared objectives.
Key Activities & Responsibilities
Strategic Account Management
* Own and develop long-term, value-driven partnerships with key wholesaler accounts.
* Build and execute customer-specific growth, portfolio, and investment strategies aligned with overall business priorities.
* Act as the primary point of contact, ensuring strong governance and structured engagement with key customers.
Commercial Planning & Execution
* Lead annual negotiations, joint business planning, and strategic review meetings with assigned accounts.
* Design, implement, and track promotional, pricing, and investment plans to drive volume, value, and brand performance.
* Own monthly volume planning (APO) and forecasting precision for assigned wholesalers.
Opportunity Identification & Market Insight
* Identify portfolio optimization opportunities, incremental growth levers, and whitespace opportunities across the wholesaler network.
* Assess market dynamics, execution quality, and visibility opportunities to maximize brand presence.
* Translate insights and data into clear commercial recommendations.
* Active prospection of new customers across the regions and focus channels
* Achieves new listings and contracts for Campari brands in the above mentioned channels
* Develop and retain relationship with existing customers
Performance & Financial Management
* Own commercial KPIs, budgets, and performance targets for assigned accounts.
* Monitor results versus plan and propose corrective actions when required.
* Ensure disciplined investment management and ROI tracking.
Cross-Functional Collaboration
* Partner with Customer Marketing, Finance, Sales Support, and On-Trade/Off-Trade teams.
* Act as a connector between internal teams and customer stakeholders to enable seamless execution.
Education & Experience
* Bachelor’s degree in Business Administration, Marketing, Economics, or a related field.
* Experience in Sales, Key Account Management, or Commercial roles, preferably within FMCG, beverage, or fast-moving consumer goods.
* Experience managing wholesaler or distributor accounts is a strong advantage.
Technical & Commercial Skills
* Strong commercial acumen with solid negotiation and financial analysis skills.
* High analytical capability with the ability to translate data into action.
* Understanding of wholesaler dynamics and route-to-market models in Switzerland.
* Fluent in English and German. Swiss German, Italian and French are a differential.
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