Key Account Manager – Wholesale
Location: UK wide.
PLEASE NOTE: This role will require full UK right to work as this role is not sponsored.
At Gallo, we’re proud to be one of the world’s leading wine and drinks businesses – combining scale, heritage and world‑class brands with a genuine entrepreneurial spirit. We’re looking for an ambitious Key Account Manager to grow our wholesale business, delivering profitable performance across our portfolio through outstanding customer relationships and commercial execution.
Covering independent cash & carry’s across the UK, this is a home-based role with regular Customer visits. Time will be split between visiting wholesale partners face-to-face and working from home, with two days per month in our UK office in Uxbridge.
The Role
The role focuses on developing and growing our wholesale customer base through best-in-class account management and commercial leadership.
You’ll own performance across your customer base, shaping the commercial plan and translating strategy into execution: pricing and promotional plans, ranging and distribution, customer activation, and forecasting. Success in the role comes from a strong understanding of the wholesale market, disciplined planning, and the ability to influence outcomes through partnerships and great in-field execution.
Key Responsibilities
- Own and deliver volume and financial targets across a defined wholesale customer base.
- Build and execute customer plans that drive distribution, visibility and rate of sale.
- Lead joint business planning with customers, building and delivering commercial plans that grow margin and profit
- Negotiate trading terms, pricing and promotional mechanics to deliver sustainable, profitable growth
- Use data and insight to manage performance: forecasting, tracking KPIs, identifying risks/opportunities and adjusting plans accordingly
- Build senior, multi-level relationships and a strong understanding of the wholesale landscape (ideally cash & carry) to unlock distribution and grow category share
- Work closely with internal teams across marketing, supply chain and commercial planning.
- Track performance, analyses results and continuously look for ways to improve execution.
About You
This role is ideal for someone ready to step up into account management and take on more ownership.
You’ll likely have:
- Proven experience in sales or account management within wholesale/FMCG (drinks experience beneficial)
- Comfortable in a field-based role with regular travel, balancing customer visits with home working
- Strong commercial acumen with a focus on margin, profit and delivering against targets
- Experience building joint business plans, leading customer conversations and influencing outcomes
- Understanding of the wholesale market; UK cash & carry knowledge is a strong advantage
- Solid negotiation, communication and relationship-building skills, with the ability to work cross-functionally
Most importantly, you’ll bring pace, positivity and ambition – someone who loves being out in the trade just as much as shaping plans behind the scenes.
What We Offer
- A field-based role with regular UK wide travel.
- Highly competitive salary and benefits package including bonus and car allowance
- The chance to work with a world‑class portfolio of alcohol brands.
- Real development opportunities within a global, growing business
Qualifications
- Bachelor's degree plus 2 years of category management or sales experience reflecting increasing levels of responsibility; OR High school diploma or country-issued equivalent plus 6 years of category management or sales experience reflecting increasing levels of responsibility.
- Must have full UK right to work.
- Skilled in effectively presenting information and responding to questions from groups of managers, clients, customers, and the general public.
- Skilled in calculating figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
- Required to have valid UK driver's license and acceptable driving record.
- Required to occasionally lift and move up to 50 pounds.
- Experience working with MS Word, MS Excel and MS PowerPoint.
- Experience working for a Multi-National Corporation.