Market Distributors Manager, DR.

About us

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About us

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

Position overview

• Main point of contact between the Distributor and Diageo on a day-by-day basis. Accountable for developing partnership relationships with the 3rd party Distributor to support the entire Diageo Portfolio of spirits brands whilst increasing distribution volume.
• Build and maintain a high level of strategic alignment with assigned distributor's Senior Management in order to create a mirror organization within the distributors, which is capable to maintain multilevel communications with the Diageo functions.
• Supports Commercial Country Manager to ensure the market delivers and improves Annual Operating Plan profit targets whilst implementing brand strategies across market. Develops and assists in execution of programs with designated distributor to achieve maximum sales volume consistent with sales projections.
• Leads the development and execution of commercial strategies through Distributor to drive Dominican Republic (DR) to reach/exceed its Breakthrough performance goals including NSV, TP, Cash Flow, market share, visibility, Sales Capability.
• Ensures all the central initiatives are implemented in the country, translating plans to reality. Ensure Diageo reaches the specific goals at the market place. It is responsible for achieving AOP (annual operating plan) financial figures, Share of Value figures and Distribution for the country.
• Responsible for developing customer partner relationships with distributor partner in Dominican Republic to increase focus and support for the entire Diageo Portfolio of Spirits brands whilst increasing distribution, volume, and brand visibility.
• Develop a distributor ‘Brand Building Machine' together with Marketing and Customer Marketing via deep consumer/customer/shopper understanding
• As the responsible of the Distributor Management in the country, the successful candidate will be the one conducting different interventions in the Partners to drive commercial growth and transformation, but also to support with them different efforts in terms of our 2030 SOP agenda.
• This role is additionally a member of the Commercial Leadership Team of Dominican Republic.

• Lead a world-class sales team through a Distributors model for Spirits and RTD's. Also, lead the management of direct reports (4 Headcount)
• Develop the commercial strategies to win nationwide with consistency through our Distributor partner, especially behind the strategic intent of regional/channel expansion in the northern, southern and eastern parts of the country. Drive the organization to work together for the optimum customer experience delivery.
• Influence and generate engagement in the Distributor partner, as well as KA Customers, to brilliantly implement key business drivers of growth, in order to achieve strategic objectives: Sell Out, Distribution, Market Share, Share of Shelf, NSV, GM%, OM%, Cash.
• Develop and implement the right commercial strategy of RTC to be implemented across Traditional Trade and RTS (ready to serve) in line with our ambition.
• Develop and drive the best commercial capabilities agenda with Distributors and KA Customers in order to attract, retain and develop the best sales talent in the industry.

• Develop a clear commercial ambition and role for each of the channels in Dominican Republic.
• Defines TS investments to win in the different Channels.
• Explore and capitalize on opportunities in alternative channels.
• Ensure Route to Market is agile to adjust where required using a blend of inhouse, 3rd party and Distributor where needed.
• Integrated Business Planning & Performance Management
• Lead the full IBP process for Dominican Republic: Pre-Demand and Demand, as well as the weekly routines with the commercial teams.

• Lead a clear CPR model on monthly basis with a clear purpose of reviewing the business performance with the Distributor.
• Drive Every Day Great Execution
• Influence and collaborate with CMO team and Execution Manager to guarantee a magnificent execution across channels to win market share.

• Joined Up Customer Plans and Top to Top Management
  
  Lead the development and execution of best in class Joined Up Customer Plans with the Distributor and KA Customers on annual basis.
• Develop an execute a clear Top to Top model to lead the commercial routines with the Distributor and KA Customers in order to achieve the targets agreed on the JCP's.
• Optimize our value chain across different channels to maximize our revenue growth.
• Aim to sell the right product to the right customer at the right time for the right price and with the right pack.
• Execute pricing strategy and develop disciplined pricing tactics to improve profitability, while winning market share.

• We offer a highly competitive rewards package including performance aligned bonus, car expenses support (fuel), private healthcare, life insurance, generous family leave policy and many other benefits.

• This is key to success in our business and many of our staff work flexibly in many different ways. Please talk to us about what flexibility means to you and don't let anything stop you from applying.

• Previous experience (+10 years) in a various Commercial / Customer Marketing roles with similar seniority.
• Holistic skill set across a variety of Commercial and Customer Marketing pillars. Distributor management experience is highly recommendable.
• A track record of leading multifunctional teams to deliver great results.
• A strategic thinker with a wide range of strategic, commercial and operational experience in matrixed environments within FMCG blue chip multinationals.
• Great ability to build and maintain genuine relationships based on mutual trust & respect, internally and externally.
• Successful management of senior stakeholders at all levels, resulting in strong and positive outcomes.
• Being able to excel when dealing with ambiguity, complexity and working within a fast-paced, entrepreneurial and matrixed environment.
• Demonstrated brilliant execution to impeccably high standards.
• Deep personal accountability for great performance.

• High level of English language capability required.