Head of Sales, Wholesaler relevant market

Job Title: Head of Sales, Wholesaler relevant market

Location: Warsaw

Diageo was created in 1997 but its business is built on the principles and foundations laid years before by giants of the industry - Arthur Guinness, John Walker, Elizabeth Cumming and many more. Today, Diageo is a world class leader in beverage alcohol, producing an outstanding collection of over 200 brands and owning the top two largest spirit brands in the world, Johnnie Walker and Smirnoff and 20 of the world's top 100 spirit brands. Its portfolio also includes Crown Royal, J&B, Buchanan's and Windsor Whiskies, Cîroc and Ketel One vodkas, Captain Morgan, Baileys, Don Julio, Tanqueray and Guinness.

Diageo has built a strong platform for growth - through investment in its own brands, and by acquisition to broaden the geographical footprint and category depth and range. The company's strong local business units are well-positioned to win in increasingly competitive and fast-paced environments. Diageo's portfolio is well-diversified across price-tiers, enabling it to participate where consumer opportunity is greatest, and to capture shifts in consumer preference.

• Build and maintain strong relationships with key wholesale relevant market, ensuring high levels of satisfaction and loyalty.
• Being a key member of the Polish Commercial Leadership Team and ensure a strong process to share insights and knowledge across the entire market
• Lead customers engagement with Diageo's category vision, strategy and plans to enable and support brilliant activation of Diageo plans
• Deliver the talent and organisational capability agenda in order to attract, retain and develop the best sales talent in the industry;
• Developing talent & making a difference to the careers of future leaders
• Build the right capabilities to win in the long-term (data analytics, data insights, perfect store, Net Revenue Management and e-commerce).

• Optimize product availability and price to maximize revenue growth for WHO and C&C channel
• Aim to sell the right product at the right time for the right price and with the right pack;
• Define pricing strategy and develop disciplined pricing tactics to improve profitability;
• Develop and apply a portfolio optimization model;
• Develop and track Cost to Serve analytics.

• Develop and drive a customer strategy to upgrade ROI
• Drive the e-commerce strategy in collaboration with the centre of excellence for your customer group

• Ensure the right stores are holding the product the consumer wants;
• Ensure the product is merchandised in the right place in-store;
• Ensure the brand is in stock, in the right pack size, at the time the shopper arrives;
• Ensure the right price and promotional offer is made to the shopper;

• Work closely with top to top relationships with key customers;
• Determine which customers to truly invest in to drive category growth.

• Sets and pursues direction without guidance and takes a wide view of their accountabilities
• High energy and ambition to achieve successful outcomes and high standards
• Balances analysis and execution and adjusts thinking in the face of new information
• Actively spots opportunities or issues and identifies which are urgent and important
• Generates a range of workable solutions, decides what should be done and takes action

• Sees the big picture and possibility from multiple angles and through a creative lens
• Frames issues in a way that creates clarity and incorporates others' best thinking
• Accurately digests large amounts of information and breaks down complex problems thoroughly
• Challenges themselves and others to take on new or unfamiliar tasks and ways of working

• Finds broader meaning in their work and aspires to make a significant difference
• Reads their environment and understands how culture and context influences people's perspectives
• Is actively aware of the impact they have on others and tunes in to the needs of individuals around them
• Communicates in a compelling, persuasive and impactful way
• Draws on a variety of influencing styles to engage different audiences

• Displays confidence in their ability to meet challenges and succeed
• Maintains belief and optimism and bounces back quickly from setbacks or failures
• Demonstrates a realistic and thoughtful awareness of their own capabilities
• Proactively seeks feedback and development for growth and takes action

• +6 years of experience in commercial roles within FMCG blue chip multinationals
• An inspirational FMCG commercial leader who has successfully worked in a matrix and international environments
• Proven track record in driving sales capabilities across key areas such as Account Management, Category Management, Revenue Growth Management and Customer Strategy
• Commercial experience in the Poland off trade market
• Fluent in English and Polish.