Field Execution Capability Manager - (Commercial)

Job Title: Field Execution Capability Manager - (Commercial)

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.

About the role:

The Field Execution Capability Manager plays a pivotal role in enabling our GB On-Trade sales teams to deliver this vision. You will design and embed the capability framework and routines that empower our people to perform at their best - developing the commercial, executional, quality and leadership skills required to win in pubs, bars, and restaurants across the country. You will spend regular time in trade to help you connect capability frameworks & routines to front-line delivery. During this time in trade you will focus on auditing commercial team's adherence to these frameworks and provide coaching to drive continuous improvement. This will enable the performance of the Field & Technical team and ensures every customer interaction reflects the quality, passion, and purpose of our brands, driving value for our customers and growth for Diageo.

Role Responsibilities:

Key Focus Areas

Financial

• Directly enables delivery of GB On-Trade commercial targets by elevating field sales capability, executional & quality standards.
• Ensures training and capability programs meet the business need and deliver measurable returns through improved customer outcomes, distribution, visibility, and rate of sale.
• Maximises effectiveness of investment in people and tools, driving efficiency, team performance and commercial impact across the sales organisation.
• Builds commercial acumen & execution excellence (particularly focussed on Guinness Quality) across both commercial & technical teams within F&T to enhance value creation for both Diageo and our customers.

• Operates within the dynamic, geographically distributed, and highly connection-focused independent On-Trade environment across Great Britain.
• Navigates a competitive, fast-moving category shaped by consumer trends such as premiumisation, low & no alcohol, and experience-led drinking occasions.
• Partners across functions (Sales, Marketing, Route-to-Market, and Commercial Planning) to align capability programs to Diageo's broader GB commercial strategy.

• Acts as a trusted coach and capability partner to Commercial Managers and Field & Quality teams, inspiring a culture of performance, accountability, and continuous learning & improvement.
• Strongly partner with Commercial Managers and the GB Capability team to jointly design and implement robust capability frameworks, standards and learning.
• Leads through Diageo's values, fostering inclusivity, curiosity, and celebration of diverse perspectives.
• May manage or coordinate a network of field capability trainers or sales champions to embed new tools and behaviours.

• Develop, Champion and Embed Sales & Quality Capability Frameworks
• Deliver, and sustain high-quality capability programs that strengthen selling, negotiation, and activation excellence - focussed on Guinness quality across the F&T team
• Using a data led approach you will track the effectiveness of programmes and interventions, course correcting where necessary.
• Drive Executional Brilliance: Translate commercial and brand strategies into field-ready capability tools, processes and work routines, enabling consistent and outstanding outlet execution with a particular focus on Guinness Quality.
• Owner of Onboarding & Sign Off Programme for new joiners: Ensure new joiners are set up for success by facilitating onboarding programmes. These programmes enable strong performance and assure proficiency to complete their roles.
• Performance Enablement: Support managers to drive performance across all members of field teams. Assist line managers in delivering timely intervention for any individual or team competence gaps to maximise high performance across all members of sales and quality teams. Work with line managers to audit team members when needed. Mentor them through ‘Days in Trade or equivalent experience‘ to support success in this role.

• Professional career/experience built in FMCG or other fast moving sector.
• Extensive commercial experience in FMCG or similar industry.
• Experience of building and leading business improvement and/or capability programmes.
• Strong collaborator management and influencing skills
• Excellent organizational, prioritization and time management skills.
• Project Management experience and ability.
• At least 2-3 years commercial experience.
• High level proficiency in MS Word, MS Excel and MS PowerPoint.
• Excellent communication skills- written and verbal.
• Attention to detail and high level of accuracy.