Purpose of Role:
Lead, develop and coach a highly effective sales team to execute commercial activities and sell a Diageo Portfolio of brands via a complex Route-To-Market. Influence business strategies and plans to leverage the division's unique dynamics, outperforming the competition and growing market share in both value and volume in the On-Trade and Main Market.
Top Accountabilities:
- Lead the commercial strategy for the region, leading the direct sales team, the third party sales team and relevant cross-functional teams.
- Deliver the Divisional On-Trade and Main Market Plans (Financials; Share of Market; Net Revenue Management) Actively contribute to the overall strategy and decision-making process.
- Motivate the sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive trade relationships at senior and industry level.
- Drive the highest standards of execution throughout the region.
- Generate insights, from relevant facts driving to excellence in planning, decision making and performance measurement, taking corrective action as required.
- Contribute to, shopper and category insight, resulting in powerful and breakthrough strategies that motivate the team to exceed goals.
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Lead and motivate the Sales team to ensure superb execution of company plans.
- Develop strong relationships with key Redistributors, Main Market, On Trade customers.
- Full ownership of trade universe optimisation through management of territory resources and people to best service the region.
Minimum Requirements
Qualifications
- Commercial degree essential.
- Post-graduate degree in Business Management advantageous
Experience
- Minimum 8 years' cross functional experience, mostly in the commercial environment
- Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales incl. informal structures and RTM)
- FMCG experience and track record of brand building in the Main Market.
- Leadership of large teams operating in complex, multi-channeled settings.
- Senior line management of large organisations, especially in field sales.
- Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development.
- Negotiation and conflict resolution with powerful Customers.
- Negotiate and manage agreed standards of service delivery with 3rd party agencies.
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.