Job Description :
Senior International Customers Manager
Location: Paris, Turin, Madrid, Amsterdam
Travel requirements: c.50+% travel (dependant of the location)
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 an important role in our company, for our people, our diversity, our brands, in how we perform and how we create shared value.
Our ambition is to create the best performing, most trusted and respected Consumer Products Company in the world. To achieve these, we need the world's very best people.
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We're looking for people with creativity, boldness and a sense of purpose to take Diageo and our timeless, pioneering brands to the next level.
If you are inspired and want to join a journey like no other, then this may be the opportunity for you!
About the role:
Deliver great performance
- Deliver Global customer sales plans (Customer AOP Global Nit & Europe NSV)
- Deliver sustainable margin expansion plans within global customer P&Ls. Drive step-change in ICA returns through excellent deployment and management of contractual terms, pricing corridors and investment criteria. The BPM / M&E processes ensure real accountability for customer performance at market level
- Partner with country in building local Joint business plans & complete at scale in country. Deliver these outcomes in line with Global Sales OPEX standards
- Deliver share gains for Diageo spirits and win key battlegrounds.
- Optimize current investment with international customers while minimizing the impact coming from negotiations.
Drive out costs
- Take active lead role in NRM agenda within Global customers. Identify cross-country and in country opportunities and implement them in partnership with country teams
- Support countries in optimizing Trade terms investment efficiency using customer P&L tools in coordination with commercial finance partner.
- Deliver commercial strategies and value creation plans for Global Customers supporting the One Europe agenda
- Deliver clear & differentiated portfolio and channel plans across global customers that increase value and enable effective negotiations.
- Embed one Europe execution approach to drive scale activation behind core brands, Reserve and innovation. Unlock shopper marketing & category platforms to drive value growth
- Support Europe digital commerce agenda by embedding digital plans into global negotiations and activations
Inspiring Organisations (internal and external)
- Cluster/Country Directors/Channel heads are aligned to the strategy, resource allocation and executional plans.
- Country sales teams have the tools, capabilities and support they need to execute perfectly. We meet - and exceed - our customer's expectations of a strategic partner due to the quality of our relationships, business insights and executional excellence
- Well established relationships with customer and industry peers are in place: Diageo is seen as a leading authority on customer marketing & customer collaboration. This customer selects us as their partner of choice
- Effective collaboration at all points of the value chain from supply chain to instore activation to data/intelligence & technology.
Customer negotiation strategies
- Leads key account negotiations at Global/pan-European level
- Owns M&E and driving return on investment and margin enhancement plans for Global Customer P&Ls. BPM process for international customers
You'll have:
- Strong and broad track record in commercial with significant tier 1 account handling experience including P&L accountability and customer marketing experience.
- Protect the company from transactional discussion, help countries to get the best deals
- Experience in working for - or with - a large leading retailer at national or global level is critical.
- Highly skilled in fostering commitment through advance negotiation skills, resolving conflict and creating collaborative relationships. You can demonstrate this skill internally and externally.
- Experienced at delivering great results through developing others. You are able to work and think independently and as part of a team, and matrix organisation
- Has an established network of external relationships - industry peers, key customer contacts and relevant industry authorities.
- Fluent English. French and/or German speaking desired.
Top 3 leadership capabilities for this role:
Consistently deliver great business performance
- Demonstrates - and inspires in others - deep personal accountability for great performance and beating the competition.
- Moves effectively between customer/brand strategy and operational detail
- Effectively partners with cross-functional departments (supply, e-commerce, customer marketing)
Create the conditions for people to succeed
- Drives customer plans, negotiations in partnership with broad group of commercial stakeholders.
- Be an effective ambassador for Diageo externally
Create possibilities
- Creates stretching, yet realistic customer value growth plans. Has ability to reframe value eroding negotiations into growth driving category and portfolio plans.
- Turns possibilities into reality. Brings others along and inspire others to deliver the exceptional.
- Rejects the status quo. Restlessly seeks business growth opportunities and support others to realize them
Celebrating our inclusive and diverse culture is core to Diageo's purpose of "celebrating life every day everywhere". This purpose is, in itself, inclusive in nature, as it values everybody irrespective of background, disability, religion, gender identity, sexuality or ethnicity.
We know that for our business to thrive and for Diageo to realise its ambition, we depend on having diverse talent with a range of backgrounds, skills and capabilities in each of the 180 countries in which we operate and to reflect our broad consumer base. We view diversity as one of the key enablers that help our business to grow, and our values, purpose and standards set the conditions for us to respect the outstanding contribution each person brings.
Flexibility is key to success in our business and many of our staff work flexibly in many ways, including part-time, compressed hours, flexible location. Please talk to us about what flexibility means to you and don't let anything stop you from applying!
Character is everything
Worker Type :
Regular
Primary Location:
Paris
Additional Locations :
Madrid, Turin
Job Posting Start Date :
2024-02-07