National Account Manager - PDD, Kwai, others
Treasury Wine Estates · China
About us
Treasury Wine Estates (TWE) is one of the world’s largest wine companies. At TWE we are led everyday by our purpose, Boldly Cultivating. We are boldly cultivating value through our brands, wine, people & environment for enriched & joyful communities.
At TWE we cultivate our teams to be their very best. And in turn, our people push us to make bigger and bolder decisions. Our focus on Boldly Cultivating unites us as a global team and fuels our vision to become the world’s most desirable luxury wine company – known for the experiences we create for our consumers, customers, partners, suppliers and our people.
To learn more about our purpose and our renowned portfolio of global brands, click here.
About the role
The National Account Manager - PDD, Kwai, others role is responsible for managing and growing assigned ecommerce accounts including Pinduoduo, Kwai and other emerging digital commerce platforms. The role drives sales performance through effective customer management, business planning, promotional execution, and cross-functional collaboration while ensuring alignment with company commercial objectives.
Business Management & Sales Delivery
- Develop and execute annual business plans to achieve revenue, shipment, depletion, and profitability targets for - PDD, Kwai, other emerging channels.
- Manage distributor performance and ensure alignment with company commercial objectives and growth priorities.
- Monitor channel performance against agreed KPIs and proactively identify growth opportunities and risk mitigation actions.
- Lead monthly and quarterly business reviews with distributors and internal stakeholders.
Platform & Customer Relationship Management
- Build and maintain strong working relationships with relevant platform teams, distributor partners, and key external stakeholders.
- Collaborate with platform category and marketing teams to secure strategic resources, visibility opportunities, and participation in key platform initiatives.
- Monitor platform policy changes, category developments, and competitive activities, ensuring timely response and execution.
Commercial Planning & Promotional Management
- Develop annual promotional calendars aligned with brand and commercial objectives.
- Lead planning and execution of major shopping festivals and promotional events, including Double 11, 618, Super Brand Day, and other platform campaigns.
- Manage sales forecasting, inventory planning, and promotional investment to maximize ROI and support commercial objectives.
- Track and evaluate campaign effectiveness, identifying opportunities for optimization and future growth.
Analytics & Business Insights
- Analyze sales performance, consumer behavior, traffic metrics, conversion trends, and category dynamics.
- Develop regular business reports and performance dashboards to support decision-making.
- Generate actionable insights and recommendations to improve sales productivity, marketing effectiveness, and consumer engagement.
- Monitor competitor activities and market trends to identify emerging opportunities and potential risks.
Cross-Functional Collaboration
- Partner with Marketing, Trade Marketing, Sales operation, Demand Planning, Finance, Supply Chain, Legal teams to ensure seamless execution of business plans.
- Support new product launches, promotional campaigns, and strategic initiatives across the ecommerce channel.
- Coordinate issue resolution and ensure timely execution of operational requirements.
Financial & Investment Management
- Manage channel budgets, promotional investments, and customer funding in accordance with company guidelines.
- Monitor spending effectiveness and ensure accurate reconciliation and compliance with internal controls.
- Support forecasting and financial planning processes for the ecommerce business.
About you
- Bachelor's degree in Business, Marketing, Commerce, or a related field.
- Minimum 5-8 years of sales, key account management, distributor management, or commercial experience within FMCG, beverage, wine & spirits, retail, or consumer goods industries.
- Proven experience managing distributors, developing Joint Business Plans (JBP), and delivering sales and profitability targets.
- Strong understanding of route-to-market strategies, distributor operations, and channel management.
- Demonstrated ability to analyze sales performance, identify opportunities, and make data-driven business recommendations.
- Strong commercial acumen with experience in pricing, promotions, trade investment, and demand forecasting.
- Excellent stakeholder management and relationship-building skills, with the ability to influence both internal and external partners.
- Highly collaborative, with proven success working cross-functionally with Sales, Marketing, Trade Marketing, Finance, and Supply Chain teams.
- Strong communication, negotiation, and presentation skills.
- Results-oriented, proactive, and able to manage multiple priorities in a fast-paced environment.
- Proficiency in Microsoft Excel, PowerPoint, and sales reporting tools.
- Fluent in Mandarin and English, both written and spoken.
- Experience in wine, spirits, beverage, or premium consumer goods categories will be highly regarded.
Why you’ll love it here:
Our culture is built on bringing our whole selves, being courageous and delivering together – it’s our DNA and the heart of who we are at TWE.
We prioritise your growth with access to global career opportunities and structured programs designed to support your health, wellbeing and career development.
Enjoy the world’s most desirable wines through our generous employee product allowance
20 days annual leave, medical insurance, quarterly wine allowance
Plus, you’ll get an extra day off each year with your “TWEforME Day” – a day to spend however you choose!
We offer a range of great benefits such as flexibility, rewards and discounts and health and wellbeing initiatives. To find out more, click here.
It takes all varietals!
At TWE, we proudly celebrate diversity and are committed to being an equal opportunity employer. Our goal is to build a workforce that reflects the diversity of the consumers who enjoy our products.
All qualified applicants will be considered for employment regardless of age, race, colour, religion, gender identity, national origin, or disability. If you require any assistance to be included in our process, please contact recruitment@tweglobal.com, quoting the job title and reference number.
How to apply
We do move quickly at TWE and continually review applications, so if you don’t want to miss out, apply today.
The National Account Manager - PDD, Kwai, others role is responsible for managing and growing assigned ecommerce accounts including Pinduoduo, Kwai and other emerging digital commerce platforms. The role drives sales performance through effective customer management, business planning, promotional execution, and cross-functional collaboration while ensuring alignment with company commercial objectives.