Key Account Manager, Sam's and BJs

About the role

The Key Account Manager, Sam’s Club & BJs is accountable for achieving the overall FY Plan within the assigned customer base. Responsibilities encompass developing and executing annual customer plans for designated accounts, leading Diageo's sales efforts at Corporate Headquarters, and maximizing the performance of Diageo’s Spirits and Beer portfolio of brands.

Responsibilities

• Develop and execute account specific annual plans to help drive distribution, innovation and execution to drive long term growth and ultimately deliver against assigned KPIs across Sam’s Club and BJs.
• Build and nurture enduring relationships with each retailer grounded in a deep understanding of their business models and priorities that position us as the supplier of choice and trusted partner, delivering exceptional customer experiences, creating shared value, and identifying opportunities for long-term growth.
• Work closely with Shopper Marketing, Category Management, Spirits and Beer Region Field Teams, and both spirits and beer distributor partners to drive alignment and ensure cohesive, best-in-class execution across the assigned accounts.
• Maintain a strong market presence, staying close to the customers (both retailer and distributor), competitors, and consumers (the 3 C’s), with travel estimated at 35-45%.
• Work closely with our distributors and region field teams across spirits and beer to drive the highest level of alignment and execution across Sam’s Club and BJs, delivering against our retailer’s expectations.
• Manage your allocated A&P & Fixed Trade Spend budget to drive consistent growth across the assigned accounts. Monitor performance against targets, identify course-correcting actions, and drive share, distribution, and velocity growth.
• Lead planning processes and negotiations with each of the retailers buying teams.

Requirements

• Bachelor's degree required.
• 5+ years of progressive sales or account management experience within CPG or beverage.
• Experience managing national or regional Club Channel accounts is preferred.
• Proven track record of achieving or exceeding sales, revenue, profit, and market share objectives.
• Experience leading annual customer negotiations, including pricing, promotions, assortment, and features/displays.
• Experience driving execution of key commercial levers such as distribution, pricing, promotions, merchandising, and display programs.
• Experience using syndicated data (Circana, Nielsen) to identify opportunities and inform business decisions.
• Strong financial and commercial acumen, including P&L management, trade investment, forecasting, and ROI analysis.
• Proficiency with CRM systems, Microsoft Excel, PowerPoint, and sales planning/reporting tools.
• Willingness and ability to travel as required to support customer meetings, distributor meetings and store visits.

Qualifications

Flexibility is key to our success. Talk to us about what flexibility means to you, so that you're supported to handle your wellbeing and balance your priorities from day one.

Benefits

We recognize and value performance, offering our people an attractive Rewards and Benefits package.

Diversity Statement

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive environment that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mentalities, and more.

Worker Type

Regular

Primary Location

Bentonville

Additional Locations

• 3WTC, Miami Office
• Off Site Florida

Job Posting Start Date

2026-06-30