Key Account Manager (On-Trade)

Shape the future of On-Trade wine sales with Majestic Commercial.

We are seeking a driven Key Account Manager to join the UK’s largest specialist wine retailer. In this hig-impact regional role, you will partner with venues across the UK, levergaing our industry-leading portfolio to accelerate growth within the hospitality and on-trade sectors.

The Role

Reporting to the Head of Key Accounts, the Key Account Manager leads our largest, most high-profile, and complex commercial accounts. This role requires a sophisticated, tailored approach to account management, balancing operational precision with strategic partnership. You will be responsible for ensuring seamless day-to-day operations while gaining a deep understanding of each client’s business to drive mutual, long-term growth.

Job Specifics

• Contract Type: Permanent
• Location: Remote (Southern Region / London preferred)
• Reporting to: Head of Key Accounts
• Grade: 6
• Hours: 37.5 per week

Key Responsibilities

Account & Strategic Management

• Manage the end-to-end operation of key accounts, maintaining accurate statementing, pricing, margins, and contractual service levels.
• Act as a trusted advisor and primary point of contact, supporting menu development, order fulfilment, and key client events (including occasional weekend/evening match-day support).
• Develop data-driven strategies and menus that enhance cash margins and drive sales across the existing account portfolio.
• Build multi-level client relationships and facilitate direct connections between suppliers and key accounts via established processes.

Sales & Commercial Growth

• Secure and contract a minimum of £360k in new business annually.
• Maintain an active sales pipeline valued at £1M+, participating in quarterly reviews to evaluate win/loss metrics and refine conversion strategies.
• Leverage deep knowledge of Key Agency and Priority Partner brands to maximize brand penetration and sales volume.
• Utilize strong commercial negotiation skills to deliver win-win outcomes for clients and Majestic.

Operations & Training

• Assist clients with accurate demand forecasting and stock control to guarantee high availability during peak events and regular trading.
• Proactively identify operational risks, troubleshooting issues to protect service levels and customer satisfaction.
• Design and deliver high-impact wine training sessions and educational support for client teams to elevate the end-consumer experience.

Knowledge, Skills & Experience

Qualifications & Experience

• 2+ years of key account management experience within the wine industry and on-trade sector.
• WSET Level 2 required (WSET Level 3 or Diploma preferred).
• Proven track record of meeting or exceeding ambitious sales targets and securing new business.
• Demonstrated experience in delivering engaging staff training and menu development.

Core Competencies

• Commercial Acumen: Highly numerate and analytical, with strong detail orientation and margin-management capability.
• Relationship Management: Highly articulate and persuasive communicator skilled at managing complex stakeholder expectations.
• Operational Agility: Proactive self-starter with excellent time-management skills and the ability to work independently.
• Technical Skills: Proficient in MS Office (Excel, Word); Google Workspace experience is a plus.
• Flexibility: Willingness to work flexible hours, including occasional evenings and weekends to support client events.

What’s In It For You

• A competitive salary & performance related bonus
• Up to 20% Staff Discount
• 33 days holiday, including public and bank holidays and we also have a Holiday Purchase Scheme
• Life Assurance (Worth x3 times your annual salary)
• A contributory Company Pension Plan
• Career development opportunities – we are passionate about nurturing our internal talent, offering career progression supported by our excellent in-house training schemes!
• Fantastic incentives that take you around the world to explore our different vineyards.
• Access to Retail Trust which includes: Retail Rewards including Instant savings with discounted e-vouchers, discounted reloadable shopping cards, gift vouchers and gift cards, Discounts of up to 30%, Access to free counselling and support phone line
• Company maternity, paternity and adoption leave after 26 weeks
• Long service rewards.
• Company sick pay scheme

Who Are We

Majestic Wine Group is the UK’s largest end-to-end wines and spirits specialist, operating across retail, on-trade and hospitality through four brands: Majestic Retail, Majestic Commercial, Enotria and Vagabond. Founded in 1980 and backed by Fortress Investment Group, the business has undergone rapid growth through transformation and acquisitions, formally becoming Majestic Wine Group in 2025. With over 200 retail stores, a nationwide on-trade supply network and a growing wine bar estate, Majestic is focused on curating a high-quality, differentiated product range, delivering expert service and expanding its physical and digital footprint across the UK.

We look forward to receiving your application!

On the occasions where we have high volumes of applicants, some roles may close earlier than the advertised end date in order for us to manage all of the applicants appropriately. We will only be able to offer individual feedback to those candidates who attend an interview.