About us
With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Join us to collaborate, explore, and innovate as you build brands consumers love. Together with passionate people from all over the world, you'll test new ideas, learn and unlock a brighter, more exciting future.
About the role
Role & Responsibilities
Account Manager position is a relevant role for crafting effective customer propositions to unlock growth opportunities and improve balanced profit delivery.
- Build a sell-out culture for the territory, appropriately setting depletion targets by customer and setting incentives via trade terms and trade investments that support this shift in focus.
- Visiting the assigned cluster of Wholesalers customers in the assigned territory based on call frequency established for the relevant customer category
- Building a deep knowledge on customers structure, commercial policies and way of selling
- Performing analysis & making recommendations of which wholesalers offer the best options to Diageo in support of RTC objectives based on company guidelines (segmentation criteria)
- Developing collaborative & positive relationships/partnerships with key distributors.
- Driving category and brand educational programmes for WHS sales force leveraging our Brand Ambassadors
- Negotiating commercial agreements in line with Diageo Italia's commercial policies
- Delivering JBPs which create value for both Diageo and customers.
- Agreeing and implementing sell-out programs with Wholesalers (e.g. leaflets, sales incentive scheme, distribution, etc).
- Setting up clear sales targets/execution KPI's and objectives
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Key outcomes:
- MS GROWTH: drive MS growth in assigned area;
- NSV Growth
- GM%: lead customer P&L to optimize investment and growth in a consistent way;
- Customer Stock: maintain customer stock at the lower level to avoid OOS but also overstock;
- Credit Management: avoid delay in payment terms and support customer to respect our credit policies;
About you
Requirements:
- Strong negotiation skills and proven communications
- Good relationship-building skills, confident, transparent
- Innovative thinking and team-playing
- Strong organizational skills
- Results-orientation, trustful
- High analytical and problem solving abilities.
- Flexibility and adaptability to changing environment
- Strong in using MS Office
- Flexibility and adaptability to changing environment
- Experience Minimum 3-5 years of commercial experience in field Sales, preferably in FMCG sector beverage industry
- Languages Italian & english: proficient
Working with us
Flexibility
This is key to success in our business and many of our staff work flexibly in many different ways, including part-time and compressed hours. Please talk to us about what flexibility means to you and don't let anything stop you from applying.
Diversity statement
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 realize 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 helps our business to grow and our values, purpose and standards set the conditions for us to respect the outstanding contribution each person brings.