This role will execute impeccable Joint Business Plans needed to shift perceptions from a commodity to a value-add and partner relationship and manage Reserve chains with commercial relationships & accelerate Ecommerce agenda.
Key accountabilities
- Brilliant execution: Embedding the Everyday Minimum Execution Standards as the way of working.
- Ensure complaints from key accounts receive timely resolution.
- Partnership with key accounts: Develop and maintain great relationships and business partnerships with key accounts. Define and deliver medium and long-term Key Accounts business plans and the strategy (JUCP) for their implementation around a total alcohol, one-portfolio approach. Define customer trading terms (e.g. bonus, credit, discounts) in commercial planning, following guidelines from Finance Decision Support. Identify business opportunities, emerging trade trends and insights, and develop innovative ideas in strategic accounts.
- Execute Diageo Share performance in own accounts and deliver Budgeted volumes by account.
- Maintain commercial partnerships with large retailers and distributors to accelerate Ecommerce agenda
- Delivery of sales objectives: Ensure that key accounts achieve objectives in terms of availability, visibility, volume, margin, quality (e.g., RQI), and customer price of products.
- Compliance: Ensure that Key Account team members are well-trained and aligned with the Diageo Marketing Code, COBC and all corporate compliance guidelines.
- Reporting & Analysis: Consolidate insights and data gathered by the Key Account team to ensure that the management and relevant stakeholders are always fully informed.
- Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies.
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Required certifications
- Bachelor’s degree in relevant field
Required experience
- 6 years track record in sales (experience at a manager level would be an added advantage), with specific experience in account management, field sales or trade marketing.
- Basic P&L literacy and previous experience with financial data (targeted trade investment, margins optimisation, customer profitability…)
- Strong influencing skills, able to set a vision and inspire clients. Authentic in all interactions and able to build true partnerships with customers and internally with other functions.
- Valid driving licence and driving experience
Key Skills and Competencies
- Previous experience of managing/leading teams, either directly or indirectly, would be an added advantage. Previous experience in a direct customer facing role and customer development is valuable.
- A passion for luxury and Reserve with an understanding of competitors, distributors and key customers: their businesses and particularly their shoppers/consumers in the Reserve universe
- Knowledge and ability to coach others in both the Diageo Way of Selling (DWS) and Diageo Way of
- Brand Building (DWBB) capabilities and tools.
- Experience of change management and complex stakeholder management
- Cross functional and multi-cultural working experience
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Celebrating our inclusive and diverse culture is core to Diageo’s purpose of “celebrating life every day everywhere”. This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion or ethnicity.
Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world’s very best people.We’re looking for people with creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.
How to Apply:
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