Role Responsibilities:
Leadership Responsibilities:
- Be authentic: consistency in own behaviour, treat others
fairly, show courage in the face of opposition, adapt to changing business
needs and work with integrity:
- Consistently deliver great performance EDGE: be willed to take
action, set priorities, drive for results and build collaborative
relationships
- Connect to the Diageo purpose: reinforce the Diageo values,
generate excitement and passion about our brands and take personal
responsibility for brand quality.
- Find solutions: creativity & decision quality, problem
solving & process management and demonstrates commercial acumen
- Grow yourself builds self-awareness and listens, learns from
both experiences of success and failure, constantly works for
self-improvement and proactively seeks feedback from others.
Operational Responsibilities:
- To drive RtC strategy across KBL value chain by building a
world class route to consumer system.
- To create advantaged Route to Consumer in all markets,
focusing on salesforce effectiveness, distributor management, advantaged
trade terms, commercial plans and demand forecasting.
- Ensure brilliant execution of our customer and consumer
programmes and therefore transform Route to Consumer in order to establish
this as an area of competitive advantage and a key enabler to the
achievement of both our Marketing and Sales Strategy to deliver NSV and OP
objectives.
- 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.
- This is a commercial position aimed at building RTC
Development knowledge and awareness and adoration within the salesforce as
well as key stakeholders, driving and inspiring customer loyalty and
demand, which will in turn transform into consumer demand.
- Own, develop and drive the relationships and commercial agenda
through influencing customers – this is a customer facing role.
- Develop customer management capability.
- Deliver breakthrough business performance through influencing
and working with others
- Identify and manage Spirits distribution (listing)
opportunities as defined for the fiscal year.
- Overarching role is to drive sprits strategy across KBL value
chain.
- Sizing up the Net revenue Management opportunity in a bid to
drive a mix that positively impacts on the profitability of the business.
- To develop a proper route to market leveraging on our strong
beer distribution channel and propose deliverable actions, plans and
initiatives to accelerate growth in existing whilst also proactively
tapping into emerging channel.
- Increasing coverage and distribution to Gold Distributor
standards.
- Implementing distributor operational effectiveness to required
standard (warehousing stock management).
- Reviewing distributor performance on Distributor Management
System to gain insights and target impactful activities with desired
Return on Investment (ROI).
- Own the regional business P&L by driving category
growth and mix.
- Drive contact with regional KBL distributors and top spirits
wholesalers. Holds regular business reviews with key distributors focusing
on growth drivers as stipulated in the gold standards.
- Develop and implement a Capability training program for the
Distributor Leadership Team on Commercial, Finance, HR, Supply & IS.
- To initiate and take leadership in implementing motivating
incentives to the distributor teams to support new route to market for
spirits to deliver exceptional results for spirits.
- To build productive working relationships with customers
(Internal and external) and regional field sales team
- Propose and Influence a winning pricing strategy and engage
brand assurance to tame contra brands and counterfeits.
- Gather insights on prevailing market trading terms, analyze
retail audit data to grow Numeric distribution, implement tactical and
strategic plans to beat competition.
Experience / skills required:
Qualifications
- A Bachelors degree in a relevant field
Experience
- At least 5-8 years FMCG experience gained across commercial
and other functions with a Strong track record in People Management &
/ or commercial roles within a consumer goods environment
- Well-developed commercial awareness and customer focus.
- High cognitive ability, Deep Analytical and critical thinking
skills
Skills
Functional Knowledge &
Skills
- Trade and/or brand strategy development
- Trade marketing development
- Customer engagement
- Logistics/ supply chain management
- Account management
Managerial & Interpersonal
Skills
- Motivating, coaching and developing people
- Developing and maintaining relationships with clients,
external suppliers and commercial partners
- Effective communication and presentation
- Selling
- Negotiation and influencing
- Project management
How to Apply
