About us
Diageo is the world's leading premium drinks company with an outstanding collection of brands, such as Johnnie Walker, Smirnoff, Baileys, Captain Morgan, Tanqueray and Guinness. Our purpose - Celebrating life, every day, everywhere - has a meaningful role in our company, for our people, our diversity, our brands, in how we perform and how we build shared value.
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
Your Mission:
You will drive efficient and effective relationships with the Wholesaler and/or Distributor customers assigned to achieve business targets.
You are focussed on generate simplicity, achieving scale and efficiency with your customer relationships, using and adopting technologies in key process of customer management (Diageo One) and drive scale through balanced hybrid relationships (Phone, mail, WhatsApp, physical visits) to achieve scale and business targets.
Your focus is on achieving the objectives of market share, sales and profitability building thoughtful and efficient customer relationships and brilliant execution of activation plans.
Responsibilities & Accountabilities
- Based on a clear understanding of On trade RTM Strategy, Define Targets (Sales, Distribution and Coverage targets) for customer group assigned.
- Define clear Customer Segmentation and understanding of the customers assigned based on sales contribution, digital/hybrid capability, relationship needs and levers to be used to achieved targets. Drive value in current customer relationships identifying future opportunities for customer expansion, understanding customers' requirements and match these to specific Diageo propositions.
- Develop the right Coverage/Contact plan, generating appropriate relationship with each customer to guarantee the delivery of defined targets improving efficiencies through the right use of remote contact tools (Mail, Phone, WhatsApp,..) according to customer segment.
- Strong ownership of the day-to-day customer relationship through effective negotiation, persuasion and conflict management/resolution skills.
- Define clear, simple, and scalable Account/ Segment Plan (Price, Reward, Counterparts, Promo Plan, MPA...) to reach business objectives, identifying key levers to be developed. Always improving efficiency to deliver objectives.
- Internal Plans alignment with NRM and Customer Marketing to ensure achievement of Sell In / Sell Through targets in a sustainable manner.
- Increase efficiency of the Hybrid management model using the insights of each of your customers, negotiating /rewarding customer according to their adoption to online/remote tools and contact. Evolve the digital readiness of Diageo and Customers to ensure relationships grow in efficiency and effectiveness.
- Track and measure performance and execution of you assigned Customers vs the critical KPIs (coverage, sales, nsv/case, mix, Cash collection...), supervise and follow up on brilliant execution. Continuously seeking to understand, learn and adapt from the results. Supervise the promotional activity and its correct execution and propose corrective measures if needed.
- Master in class in performing stablished internal management administrative procedures: Order management, Diageo One, Invoices, Escandallo, off invoice discounts, rebates, invoice claims, deductions charges, O&R flow, Anaplan, Triangulation, MSC (Parte de Ventas...).
- Propose and Lead till establishment optimised ways of working and procedures aligned with commercial policy, strategy and operations generating capacity to run wider range of customers.
- Lead and generate Right Intelligence tools to supervise performance and execution (MSC, Anaplan, Trinagulacion, PowerBI...)
- Ongoing & effective cross-functional partnership to deliver comprehensive performance NRM, Customer, Finance, Supply to transmit information, provide recommendations, tackle issues, and improve model.
- Be the Hybrid champion within the Distribution Team, regularly sharing findings with other distribution managers on how they can increase their hybrid ways of working.
About you
Requirements for the role
- High energy and drive.
- Good relationship-building skills, confident and honest.
- Results-oriented.
- Innovative thinking.
- Team-player.
- Proven negotiations skills.
- Validated P&L understanding.
- Strong numerical and analytical skills.
- Confident in using MS Office (especially excel).
- Experienced in Route to Market Customers management is a big plus (On Trade).
- Fluent in key commercial tools management (E.g. MS Strategy, Anaplan, Intouch).
- Proficient in Spanish and an intermediate level of English.
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 such as:
- Modern work life balance policies and wellbeing activities.
- Employee Assistance Programme.
- Gympass.
- Incentive plan that rewards you for delivering phenomenal performance.
- Our product discounts.
- Health insurance.
- Life and accident insurance coverage.
- Industry leading functional and leadership capability trainings.
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.