Purpose of Role:<\/p>\n
Aspiring consumers are influenced by what the high-end consumers and the experiences they enjoy. To influence aspirers, we first need to influence the high- end consumers by activations. If you target the aspirer \u2013 then it no longer becomes aspirational. We need them to aspire to the cultural lifestyle we project via our brands in the high-end accounts with their customers. PR via the culture teams is the engine which drives the aspiration. The glue of the reserve model is the partnership across top accounts in chose strategic cities.<\/p>\n
To ensure we win in market, now and in the future, Diageo needs inspired, motivated, and equipped commercial managers capable of exceeding the goals asked of them.<\/p>\n
Role Responsibilities: <\/p>\n
\tManagement of profit and NSV targets \u2013 \u201cown the Premium numbers\u201d. Develop truly world class collaborative customer partnerships and strategies,
\n\tDevelop, and orchestrate end-to-end relationships via a cross functional network within Diageo and the customer base,
\n\tDevelop and co-ordinate tailored brand activity by channel and major customer. Drive the highest standards of execution for all specified outlets.
\n\tContribute to shopper and category insight resulting in powerful and breakthrough category strategies, Obtain and apply facts and data, driving excellence in planning, decision making and performance measurement and taking corrective action as required,
\n\tDevelop accurate forecasting through demand planning resource. \u00a0Monitoring, evaluating, and advising on Brand\/Customer volume, trends, and dynamics with objective to grow in line with business ambition.
\n\tCreate, develop, and execute world class account plans.
\n\tIdentify and manage brand distribution (listing) opportunities as defined for the fiscal for all Reserve brands.
\n\tEvent co-ordination: co-ordinate experiential events to build Premium brands\u2019 equity
\n\tWin with consumers through world class trend setting experiences that can be codified.
\n\tContracting 100% TLA, 50% of gold and silver accounts through world class JUCPS.
\n\tElevated quality of JUCPs anchored on data analytics and qualitative insights, Consistency in execution with no start\/stops.<\/p>\n
\u00a0<\/p>\n
Execution Excellence <\/p>\n
\tIdentify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
\n\tNavigate a sales call\/appointment using the clearly defined and proven commercial selling skills to understand customers\u2019 needs and match them to the business propositions.
\n\tUse proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs, and create \u2018win, win, win\u2019 opportunities to ensure distributor coverage and call frequency targets are achieved.
\n\tPersuasive selling to deliver a customer proposition; using knowledge of customers to write winning persuasive customer propositions that are used to achieve\/exceed objectives.
\n\tCommercial Competence – have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for Diageo and its customer.\u00a0 Also, to have a deep understanding of the various financial levers at our disposal and can use these to positively impact Diageo and our customer’s P&L.
\n\tUse the processes, tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are driven brilliantly at the point of sale. To coordinate the overall execution agenda of the customers we work with.
\n\tTo balance the short-term needs with a mid-term perspective and a disciplined activity management approach.
\n\tAbility to implement, track and improve adherence to the minimum execution standards by segment as defined by the market to drive growth. Owning the measurement of the minimum execution standards in the customers we work with and reporting back the results to the sales organisation on an ongoing basis.<\/p>\n
Experience \/ skills required: <\/p>\n
\tSuitable university degree.
\n\tHigh cognitive ability Experience
\n\t3\u20135 years\u2019 experience gained across commercial and other functions \u2013 cross functional experience an advantage.
\n\tExposure across different channels and different levels of customer sophistication (e.g. Modern Trade, Key Accounts and Field Sales) \u2022 Track record of success in highly demanding sales organisations (FMCG) and in alcoholic beverages
\n\tSolid understanding & demonstrated delivery in challenging trading environments, understanding of channel, pricing, negotiations, and strategy development
\n\tExposure resolving numerous conflict-filled situations
\n\tNegotiation and conflict resolution with powerful customers<\/p>\n
Apply Through:<\/p>\n
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