Job Description :
Purpose of role is impacting the On Trade NSV and in DOT market share based on the activation of our brands through the customer’s sales force.
This role is focused on creating and executing sell through plans that are activated through the strategic wholesalers’ sales force.
1) Compelling customer propositions that unlock growth opportunities and maximise sustainable profit delivery :
Successful activation of high impact activity plans based on deep analysis of customer’s sell through information and core insight into customer strategy, shoppers and consumers
JBPs which delight the customer are successfully developed and jointly owned in collaboration with relevant On Trade Account Manager.
Activities within the agreed JBP are delivered with focus on 100% implementation to maximise the return on investment to deliver the required brand and profit targets.
2) Top 3 CPG (#1 On Trade) ranking from our customers
Exceptional results for the customer and Diageo through a sustained commitment to priority outcomes delivered through effective cross-functional ways of working with multiple resources who all execute their specific role in building and supporting a great customer relationship
We are the partner of choice with the customer’s sale force as we deliver brilliant customer service and are known for our agility : We are easy to do business with
The customer has deep trust in Diageo as a result of our clear trading terms and our collaborative and efficient approach to query resolution
3) Diageo return consistently maximised through customer promotional investment, brand building, category development and innovation growth levers
Activities are more impactful and deliver better margins as a result of key insights obtained from rigorous evaluation
Adherence to consistent business processes and clear ways of working allows us to be agile and always deliver brilliant programmes which meet the customer timelines
4) Brilliant Execution of differentiated customer plans
Incremental volume and profit for the customer driven by new opportunities identified and swiftly actioned through the customers’ sales force
Choiceful activation of the right sales drivers for the customer based on informed decisions grounded in data analysis and interpretation
Activities are successfully executed as planned with minimal (appropriate to tier) customisation necessary to meet the customer’s specific requirements.
Detailed analysis of activity performance ensures targets are successfully reached through necessary course correction as required.
Customer proposition : Determines detailed account activity plans and creative proposition
Detailed elements of activity execution of plans
Any changes to distribution levels / availability
Customer contact / network plan
Business Performance Mgt : Determines account level best view to give input to the relevant Account Managers for forecast submission
Resource allocation Determines levels of resources required to support activation
Creates valuable insights based on the analysis of the sell through information available in the systems
Joint sales visits with the wholesalers’ sales force
Wholesalers’ sales meetings attendance and leadership of the spirits category
Top 3 functional capabilities for this role
Expert analyst able to quickly convert multiple data sources into simple, clear, actionable implications and customer plans.
Able to ensure that all customer data and information required to support the customer relationship is rigorously and robustly managed as well as analyse and measure the results of the plans delivered.
Ability to understand customer requirements and P&L matching these to specific Diageo propositions : Makes proactive and reactive recommendations in order to beat the competition;
Searches and spins proactively to identify and activate potential opportunities that helps to Diageo Strategy.
Brilliantly execution : Operates with a clear set of priorities, adjusting for opportunities and obstacles, thorough orchestration of all aspects of programme activation with rigorous attention to detail and the ability and confidence to make the necessary informed recommendations required to ensure activities are successfully delivered and adjusted / course-corrected as required.
Top 3 leadership capabilities for this role
1. Strong impact and influence skills visible through an excellent relationship management : strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and resolution skills at all levels (wholesalers, managers and sales force).
2. Consistently deliver great performance : Identify clear priorities and focus on them at all times; Take personal accountability for beating the competition;
Deliver brilliant execution at all times
3. Manage people for success : Able to coach sales force in our portfolio selling & activation and managing relationships at all levels;
Build and sustain trust and openness with others through strong cross-functional relationships; Ensures full alignment with Field Sales, Account Manager and Customer Marketing.
3 years of sales experience, commercial or relevant management experience
Experience in relationship-building and resolution skills
Evidence of persuasive, negotiation and presentation capabilities
Best in class commercial understanding and numerical and analytical skills.
Ability to interact at and deliver change
Fluent in English and Spanish
Worker Type : Regular