Key Account Manager - China

Date: 17-Oct-2021

Location: Shanghai, China

Company: Accolade Wines

Enrich Your Everyday

At Accolade Wines, our purpose is to enrich everyday moments through our amazing wine brands. It goes without saying  that everything we do as an organisation and as individuals is in service of fulfilling this purpose.

As one of the world’s leading wine companies, our award-winning portfolio includes loved brands such as Hardys, Grant  Burge, St Hallett, House of Arras, Petaluma, Banrock Station, Mud House, Jam Shed, Tatachilla, Brookland Valley and  many more.

The driving force behind our business is our people, their expertise, their passion and their professionalism. With over 1,400 dedicated employees in Australia, the UK, Europe, Asia, South Africa, New Zealand and North and South America, it is our teamwork that sets us apart.

Role Details

China is a key growth market into the future of Asia. The Key Account Manager role will support the Sales Director to develop the relationship of new Key Account customers and implement the activities agreed with our key customers to grow the business. Further, will help the director to follow up the Retail Channel distributors’ business and service. The Key Account Manager will manage and coordinate the activities of future merchandising team to develop in store business and depletion as well.

Your Key Accountabilities

  • Develop and manage key relationships with retailers to deliver against joint commitments and drive base and over and above sales results.
  • Implement programs with retailers developed from both internal marketing objectives, and in-store needs identified and communicated to the Sales Director and Marketing
  • Accompany a merchandiser for a full day once per week, coaching and observing processes, and providing on the ground insights for business improvement
  • Collate field work into a weekly report highlighting execution of initiatives and adherence to brand standards
  • Actively generate sales opportunities, and ensure expenses are in line with budgeted requirements
  • Actively participate in sales meetings, bringing in field and account insights to the table to develop new and better programs for Accolade to improve business performance
  • Paper work and documents preparing needed for both customers and internally.

Other Accountabilities Include

  • People – communicate and manage the merchandising team of Retail Distributors in China, ensuring execution of in market activity, ongoing adherence to brand standards, and maximising visibility in store of Accolade Wines products
  • Financial – contribute to the delivery China EBITDA target via the Retail Channel result. Execution of all brand and in store initiatives with speed and excellence. Ensure adherence in store to price and activation activities
  • Customer – Execute all activities and initiatives agreed with key customers in China. Maintain solid relationships with key customers, and prepare and present results of initiatives to customers in monthly meetings
  • Internal – communicate the mission and vision to direct reports. Ensure direct reports are meeting the expectations of their role, and take corrective action when required to address any shortfalls

Your Knowledge and Skills


  • Knowledge of China retail market
  • At least base level wine knowledge
  • Business English preferred
  • Computer literacy
  • Planning skills
  • Prioritization
  • Team work



  • High levels of Accountability 
  • Open and reliable communication
  • Fast decision making and the ability to do so autonomously
  • Positive attitude, with clear goals in mind

Essential Qualifications

  • Prefer at least 5 years in a liquor or FMCG sales or buying role
  • Experienced in off trade channel and Retail customer managment

Physical and Other Requirements

Our Company Values