Senior Key Account Manager

Description

General description of the Role

The Senior Key Account Manager plays a key role in driving sustainable and profitable growth for Campari Schweiz AG across the assigned customer portfolio, with a strong focus on Retail and Convenience channels.

Reporting to the Off Trade Sales Director Switzerland, this role is responsible for developing and strengthening long-term, value-driven partnerships with key customers, translating Campari Group’s commercial and brand priorities into clear customer plans, impactful activations, and strong business results.

The Senior Key Account Manager acts as a trusted partner for customers and internal stakeholders, combining commercial acumen, negotiation skills, market understanding, and a passion for our iconic brands. The role also contributes to identifying new business opportunities in emerging strategic areas and supports the development of the retail channel strategy in scope.

Key Activities & Responsibilities

The Senior Key Account Manager will focus on the following key activities:

Strategic Account Management

• Own and develop strong, long-term relationships with assigned key accounts, ensuring sustainable growth and mutual value creation.

• Build and execute customer-specific growth plans aligned with Campari Schweiz commercial priorities, brand strategies, and portfolio ambitions.

• Act as the primary point of contact for assigned customers, ensuring structured engagement, clear follow-up, and high-quality relationship management.

• Identify opportunities for portfolio expansion, assortment optimization, visibility, and distribution growth across assigned accounts.

Commercial Planning & Negotiation

• Lead the preparation and execution of annual customer meetings, business reviews, and negotiations for assigned customers.

• Develop and implement customer investment and promotional plans that drive volume, value, brand performance, and return on investment.

• Translate customer, channel, and market insights into clear commercial recommendations and actionable plans.

• Support the Sales Director in developing strategic plans for existing and new customer groups within the retail environment.

Performance & Budget Management

• Take full responsibility for budgets, commercial KPIs, and performance targets related to assigned customers.

• Monitor business performance versus plan, identify risks and opportunities, and propose corrective actions where needed.

• Ensure disciplined investment management, budget tracking, and continuous focus on profitable growth.

• Own monthly volume planning and forecasting for assigned customers, ensuring accuracy and alignment with business priorities.

Cross-Functional Collaboration

• Work closely with Customer Marketing, Finance, Sales Support, On-Trade and other internal teams to ensure strong alignment and excellent execution.

• Act as a connector between customer needs and internal priorities, enabling effective planning, implementation, and follow-up.

• Contribute actively to cross-functional initiatives that strengthen Campari’s brand presence, commercial execution, and customer engagement.

Key relationships

Internal: Sales Director Switzerland, Customer Marketing, Finance, Sales Support, On-Trade Team, Supply Chain, Marketing and other relevant cross-functional stakeholders.

External: Retail customers, convenience customers, buying groups, agencies and external partners in the retail environment.

Education/Professional Qualifications

• University degree or equivalent qualification in Business Administration, Economics, Marketing, Sales or a related field.

• Further education in Sales, Marketing, Negotiation or Key Account Management is an advantage.

• Fluency in German and English is required; French and/or Italian are considered a plus.

• Solid experience in Sales, Key Account Management or Commercial roles, preferably within FMCG, beverage or spirits.

• Experience in the spirits industry is strongly preferred.

• Experience with retail customers, buying groups or convenience channels is an advantage.

• Minimum 4 years of experience in an FMCG environment, preferably within the beverage or spirits industry.

• Minimum 2 years of experience in Key Account Management or a comparable commercial role.

Key competences and traits

• Passion for Campari Group brands, our history, heritage, and the world of premium spirits.

• Strong commercial acumen, negotiation skills and customer focus.

• Ability to build trusted relationships and influence stakeholders at different levels.

• Analytical mindset with the ability to translate data, insights and market dynamics into clear actions.

• Entrepreneurial attitude with a proactive, solution-oriented and pragmatic way of working.

• Strong ownership, accountability and willingness to work independently.

• Collaborative mindset and ability to contribute positively to cross-functional teamwork.

• Excellent communication and presentation skills.

• Structured, precise and reliable approach to planning, execution and follow-up.

• Positive, can-do attitude and motivation to contribute to Campari’s continued growth in Switzerland.