Head of Key Accounts – On-Premise Channel
Position Overview
The Head of Key Accounts is responsible for driving both current and future sales performance across the company’s largest national on-premise chain customers. This role ensures the organization maintains a leading position within this strategically important channel.
Acting as the senior commercial representative to national account partners, the role focuses on building long-term, mutually beneficial relationships while developing forward-looking strategies grounded in consumer insights and industry trends.
Working closely with the Key Account team, this leader identifies and maximizes business opportunities, strengthens execution standards, and secures impactful partnerships that enhance brand presence across the on-premise landscape.
Company Overview
A global beverage company with a strong international footprint and premium brand positioning. The organization operates across multiple sales channels and focuses on strategic partnerships, commercial excellence, and long-term brand leadership within retail and hospitality environments.
Key Responsibilities
Key Account Management Excellence
Lead and manage relationships with major national on-premise chain accounts
Develop joint business plans to drive sustainable growth
Negotiate commercial agreements and long-term partnerships
Strategic Leadership & Planning
Define mid- to long-term strategies for national on-premise accounts
Translate consumer and market insights into actionable commercial initiatives
Align account strategies with overall company objectives
Performance Tracking & Analytics
Monitor sales performance, profitability, and promotional effectiveness
Analyze data to identify growth opportunities and performance gaps
Implement corrective actions to ensure target achievement
Leadership & Brand Stewardship
Represent the brand at senior levels within partner organizations
Ensure premium execution standards across national accounts
Protect and strengthen brand positioning in the marketplace
Driving National On-Premise Objectives
Expand distribution, visibility, and activation across major chains
Secure high-impact placements and partnerships
Support national initiatives that reinforce channel leadership
Team Development & Coaching
Lead, coach, and motivate the Key Account team
Develop capabilities in negotiation, analytics, and strategic planning
Foster a high-performance and results-driven culture
Qualifications & Experience
Minimum 7 years of sales experience (beverage industry experience preferred)
Proven Key Account Management experience
Strong track record in sales growth and trade marketing execution
Experience leading and managing field sales teams
Excellent negotiation, presentation, and communication skills
Advanced proficiency in MS Office (particularly Excel and PowerPoint)
Strong analytical and strategic thinking capabilities
Experience developing and executing commercial and trade marketing strategies
Entrepreneurial and solution-oriented mindset
Ability to work independently and drive measurable results
Key On-Premise Account Categories (Japan Market)
The organization segments its national on-premise key accounts into the following categories:
Hospitality Groups / Izakaya Chains (national dining chains)
Restaurant & Café Groups
Quick Service Restaurant (QSR) Chains
Food Delivery Operators (from an on-premise channel perspective)
Amusement & Entertainment Chains (e.g., karaoke, gaming venues)
Nightlife Venues (bars, clubs, live music venues, hotels)
National Vending Operators
Contract Caterers (corporate dining, stadium and arena catering)
These segments represent the largest national on-premise chains managed by the Key Account team.