Account Executive Off Trade Distributors

About us

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

ROLE PURPOSE

• Motivate and inspire others to develop plans that enable Diageo to achieve its business objectives.
• Responsible for 100% brilliant and outstanding execution across the assigned zone/channel, including customer development and relationship management through JCP.
• Provide the organization with insights and learnings from trade execution.
• Enable, inspire, and develop the sales force team to achieve their results.
• 80% field-based - 20% administrative.

• Provide insights and learnings for the OnePlan planning process.
• Assess customer viability, agreements, and relevant KPIs.
• Co-create the Joint Customer Plan (JCP) with the customer.
• Ensure alignment with Diageo and customer stakeholders.
• Promote responsible drinking and social responsibility initiatives within joint business plans.
• Negotiate JCPs with TOP customers.
• Conduct trade visits.
• Communicate the co-created JCP calendar to CP&A for measurement.
• Identify growth opportunities and close gaps versus target.
• Lead QBRs with Pareto customers.
• Ensure accurate input for proper customer segmentation.
• Manage ad-hoc briefs with agencies and sales force (including Digital).
• Identify new .com customers.
• Deliver Brilliant Execution with OTIF 100%.
• Lead and engage during trade visits.

• Oversee and support customers' digital platforms to drive consumption (e.g., On Trade social media, Off Trade .com customer platforms).

• Conduct QBRs with Pareto customers.
• Provide insights and learnings, identifying customer/shopper/consumer needs and barriers.

• Conduct post M&E analysis for JCP activities.
• Manage and control investments under their responsibility (TS/A&P).
• Evaluate digital performance metrics.

• Customer understanding.
• Consumer knowledge and understanding.
• Joint business planning.
• Customer proposition.
• Core sales skills.
• Activation and execution excellence.
• Customer performance review.
• Influence, relationship-building, and assertive communication skills.

• University degree.
• Bilingual Spanish-English preferred.
• Minimum 4+ years of experience in sales roles.
• Strong functional capabilities: planning, investment control, and follow-up.
• Strong command of systems, data, and presentations.
• Ability to lead teams, influence, and negotiate.
• Proficiency in Windows environment and Microsoft Office tools.