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.
About the Function
Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.
We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.
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About the role
Do you have the talent, right drive and capabilities to develop our Spirits brands in the FMCG environment?
We have big ambition for Off trade Italian business and we need you as our Key Account Manager Off trade to manage our spirit brands in South of Italy.
With reference as a dotted line to the National Account Manager & Regional Lead, you will get the daily responsibility to develop our Spirit Brands in your area in the off trade customers (GDO).
Role Responsibilities:
Creating compelling customer propositions that unlock growth opportunities and maximise sustainable profit delivery
- Build a sell-out culture through the definition of a strong customer plan for the assigned customer including: promo calendar, assortment definitions, listing of innovations and category management;
- Manage customer's daily routines including: order taking & management, forecast, stock management and payment;
- Visiting the assigned Off Trade Customers in the territory based on call frequency established for the relevant customer category;
- Building a deep knowledge on customers structure, commercial policies and way of selling
- Developing collaborative & positive relationships/partnerships with all the customers and collaborators related;
- Negotiating 2nd level commercial agreements in line with Diageo Italia's commercial policies;
- Delivering JBPs which bring value for both Diageo and customer;
- Engage with sell-out team to perfectly implement the customer plan defined.
Performance monitoring
- Ensuring that activities within the agreed Customers are delivered with focus on 100% implementation to improve the return on investment and deliver the required brand and profit targets;
- In case of non-compliance, identify and drive corrective actions.
Key outcomes
- MS growth within the assigned area;
- MS growth: drive MS growth through perfect execution of CUM plan and JBP with customers;
- NSV growth: drive turnover growth through customer management and crafting constructive and conditional plan with key customers;
- GM%: manage customer P&L to optimize investment and growth in a consistent way;
- Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock;
- Credit Management: support customers in order to avoid delay in payment terms;
About you
Main Requirements:
- Strong negotiations skills
- Highly organized, able to plan customer activities in line with the strategy for their territory
- Minimum 3-5 years commercial experience in field Sales, preferably in FMCG sector beverage industry and Modern Trade channel
- Languages: Italian native and English Good knowledge
Working with Us
Flexible Working Statement:
Flexibility is key to our success. Talk to us about what flexibility means to you so that you're supported to manage your wellbeing and balance your priorities from day one.
Rewards & Benefits Statement:
We recognise and value performance, offering our people a highly competitive Rewards and Benefits package including:
- Attractive package that includes an incentive plan that rewards you for delivering great performance, as well as company car and fuel card, mobile phone, etc
- Industry leading sales capability training
- Working in the largest spirits' company in the world as part of our fantastic Off trade Sales Team!
Diversity statement:
Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this. We embrace diversity in the broadest possible sense. This means that you'll be welcomed and celebrated for who you are just by being you. You'll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.
Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.
Feel inspired? Then this may be the opportunity for you.
If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.