Job Title
L5 - Manager -- Commercial Insights & Selling Strategy
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 realize your fullest potential.
About the role:
Overview
The Commercial Insights Manager is an exciting role, reporting to the Commercial Director and working closely with the Commercial Excellence Team. This role will work closely with many cross-functional teams in both Canada and the US along with our Sales Brokers.
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Responsibilities include the continued development of our Shopper Insights, customer support insights and recommendations, and the development of category solutions which align to with our long-term strategy. This role will support our continued advancement of ‘Every Day Great Execution' developing actionable commercial targets, new reporting tools, while supporting in-store and On-Trade merchandising solutions with customers.
Role Responsibilities:
Management Responsibility
No direct reports; drive and manage expectations and collaborate closely with of senior stakeholders and key internal/external partners.
Must develop strong influential relationships work closely with Commercial Excellence Team along with cross-functional leaders.
Decision Making
Anticipates & identifies opportunities or issues which potentially add value or prevent the business from delivering business objectives. Decisions are guided by policies, procedures, and business plans; receives guidance from and aligns priorities with Commercial Director.
Complexity of Role
Complexity is high, with data available by stores/outlets, by brands/skus, Retail / On-Trade channels. In addition, there are numerous sources of Consumer/Shopper data which must be interpreted, and analyzed, and built into selling stories. Stakeholders are across functions and include third party broker(s) and Customers.
Primary Responsibilities:
Identify actionable insights which help DIAGEO Canada Sales and broker teams to deliver Share Winning Activities, including:
- Strong in-market brand executionactivation.
- Impactful selling stories to support commercial plans for categories, channels, and customers.
- Channel, Category, & Portfolio prioritization strategies, including E2E Planning lead.
Key Outputs/Deliverables
- Synthesize primary shopper research insights into a compelling business opportunity and work in partnership with customer teams (sales, customer marketing, business analytics, pricing) to create/support winning platforms and programs.
- Identify Shopper Marketing Insight gaps and develop a cost-effective plan identifying vendors to support closing the gap.
- Lead and Execute an ongoing customer ‘Insights Plan' based on customer needs/inputs and commercial team feedback
- Development of category strategies and/or selling stories for Liquor Board, Retail Chains and On-premise channel customers, influencing accounts to drive benefit for both the account's business and for DIAGEO.
- Support Customer Marketing's development of category management fundamentals by customers - e.g. shelf set guidelines/planograms, shelf set recommendations, assortment optimization, account business plans, promotional planning/effectiveness, business development projects.
- Develop understanding of program effectiveness and efficiency by analyzing completed events via syndicated or other data or test market, while also liaising with the Revenue Growth Management Team. Capture key learnings to help the team/agency improve future results.
- Lead the annual development of Commercial E2E Planning with key customers and the respective KAMs and PD's.
Financial Responsibility
- Responsible for assigned Travel and Expense budget.
- Responsible for managing national Data & Research budgets.
- Responsible for tracking volume impact based on Category Management initiatives such as post event analysis, understanding of price impact, distribution and shelving recommendations.
- Proactively provides action recommendations based on Commercial Scorecard results.
Experience / skills required:
Experience
- University degree
- Minimum 2 to 4 years commercial analytics required, preferably in Consumer Packaged Goods or Beverage Category.
- Advanced Excel & PowerPoint proficiency required, with MicroStrategy and Power BI proficiency an asset.
- Experience analyzing market and competitive data and application of insights to drive sales.
- Experience measuring performance of marketing / trade programs.
- Understanding of Canadian Beverage Alcohol Industry retail, on-trade, and Customer dynamics.
Keys to Success in Role:
- Resourceful and proactive
- High standards of quality and accuracy
- Passionate about success
- Analytically minded
- Strong oral & written communication skills - ability to articulate points of view across levels and functions
- Comfortable with constructive challenge and build process
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.
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.