Senior Account Manager
Job Title :
Senior Account Manager
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:
Financial Complexity
Diageo SA is part of a dual listed (London and New York) global organisation operating within a complex local environment. Financial complexity is driven through the reporting, planning and forecasting requirements of our global shareholder along with ensuring compliance with local legislation. In addition, compliance with Sarbanes-Oxley codes of good practice is required due the Diageo listing on the NYSE.
The complexity of the market place, with multiple customer segments and routes to market, drives complexity in understanding the creation of value from Retail Selling Price through the P&L. We consistently work to identify and maximise opportunities across the value chain through pricing and promotional strategy across our customer base.
The volatility of the South African macro-economic environment drives a level of complexity when managing global targets, local input costs and product imports. Cost drivers such as inflation and global vs local exchange rates impact our cost base strongly and need to be managed closely.
b) Market Complexity
Diageo SA operates in a complex, ever changing and extremely exciting market environment. Diageo SA has emerged as the leading spirits business in South Africa facing competition from long established competitors such as Distell and aggressive emerging players such as Pernod Ricard SA and The Really Great Brands Company (RGBC).
The liquor market in South Africa operates through multiple customer channels and routes to market. This is in order to effectively service consumers across an extremely diverse range of socio-economic circumstances, cultural affiliations and geographical ranges.
Our extensive spirits brand portfolio service consumers across our diverse nation and we must continuously strive to keep up with the fast changing market trends and challenges inherent in that
c) Leadership and Functional
• Stands for what he/she feels is right and important, whatever is the audience. Builds and sustains trust with others through real relationships. Demonstrates the kind of personal integrity that inspires others. Shows commitment to outstanding team work.
• Think in the future, anticipate trends and opportunities. Bring possibilities to life, demonstrating the ability to move from ideas to action. Is imaginative in finding solutions to issues and pursuing opportunities for the business.
• Understands the Diageo purpose and brings it to life. Values the differences in people, treating everyone with respect and dignity.
• Takes ownership for the performance outcomes that the team needs to deliver. Celebrates the successes of the team.
• Demonstrates deep personal accountability for great performance. Is focused on priorities - demonstrate rigour and brilliant execution. Has a positive outlook, channelling his/her energy into finding opportunities and solutions even in times of uncertainty and ambiguity.
• Has humility - is open to learning and ideas from others. Demonstrates self-awareness. Is committed to grow his / her own capability and experience.
Purpose of Role
• Own, develop and drive the relationships and commercial agenda with customers - this is a customer facing role first and foremost
• Develop customer management capability
• Deliver breakthrough business performance within their account base
Role Responsibilities:
Develop truly world class collaborative customer partnerships and strategies
• Management of profit and NSV targets - "owning the numbers"
• Motivate sales teams behind clear, simple and powerful customer strategies.
• Develop and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base
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• Drive the highest standards of execution for all specified channels.
• Obtain and apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required.
• Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
• Develop and co-ordinate tailored brand activity by channel and major customer.
• Nielsen interpretation and development of corrective action plans.
• Develop accurate forecasting through demand planning resource
• Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics.
• Create and develop world class account plans
• Implement and develop appropriate KPI's
Experience / skills required:
Qualifications
• University degree.
• High cognitive ability
Experience
• 6-10 years' experience gained across commercial and other functions - cross functional experience an advantage.
• Exposure across different channels and different levels of customer sophistication (e.g. National Accounts, Key Accounts and Field Sales)
• Track record of success in highly demanding sales organizations' (FMCG) and in alcoholic beverages
- Shoprite Group experience is a plus
• Strong knowledge & demonstrated delivery in challenging trading environments; understanding of channel, pricing, negotiations and strategy development
• Exposure resolving numerous conflict-filled situations
• Negotiation and conflict resolution with powerful customers
Skills
Leadership, sound commercial record, networking, influencing, communication, selling skills, planning, negotiating, training and development, performance management, problem solving and analysis and high degree of systems literacy.
Barriers to Success in Role
• Lack of personal drive and self-discipline
• Inability to grasp complexity of market (multiple channels, languages, cultural differences, norms and practices)
• Lack of commercial track record highlighting successes to date (through commercial awareness, creativity and astuteness)
• Inability to influence people across the regional sales team and leadership team.
• Lack of financial acumen
• Low tolerance of ambiguity and lack of flexibility
• Unable to focus on detail and big picture simultaneously
• Finds conflict of personal risk excessively stressful
• Is not motivated by feedback
• Lacks competitive drive and focus
• Lack of ability to drive change and momentum
• Inability to balance multiple priorities and work to a series of tight deadlines.
• Lack of passion for customers, shoppers and categories
• Lack of positive thinking - preventing the ability to create new possibilities
• Lack of technology literacy and interest
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.
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.
Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- Fitness Subsidies
- Pet Insurance
- Mental Health Benefits
Parental Benefits
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
- Adoption Leave
Work Flexibility
- Hybrid Work Opportunities
Office Life and Perks
- Commuter Benefits Program
- Casual Dress
- Happy Hours
- On-Site Cafeteria
- Holiday Events
Vacation and Time Off
- Paid Vacation
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Volunteer Time Off
Financial and Retirement
- 401(K)
- Pension
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
Professional Development
- Tuition Reimbursement
- Promote From Within
- Mentor Program
- Access to Online Courses
- Lunch and Learns
- Internship Program
- Leadership Training Program
- Associate or Rotational Training Program
Diversity and Inclusion
- Diversity, Equity, and Inclusion Program
- Employee Resource Groups (ERG)
- Woman founded/led
Company Videos
Hear directly from employees about what it is like to work at Diageo.