About the Role:

The Commercial Growth Plan Director aligns brand strategies and the commercial roadmap to identify the strategic growth levers to deliver Diageo's business objectives. The Commercial Growth Plan Team's revenue mapping will inform, prioritize and focus all other commercial functions (Advanced Analytics, Category Management, Field Revenue Growth Management, Activation, Performance Management, Channel Teams and Finance) against the highest value opportunities across categories, segments, brands, geographies, channels and customers influencing the shape of the Commercial plan. The Director will drive the culture of being proactive, strategic partners to commercial leaders, driving sustainable revenue, quality share, and profitability improvement through rigorous analytics and insights tailored to market-level needs.

Complexity of Role:

• Defines the Commercial Growth Strategy for U.S. Spirits, Canada Possesses deep understanding of commercial business, sales, distributor and broker management and must understand the needs/challenges of the divisions/distributors/brokers.
• Must be adept at developing strategic plans and translating the plans into actionable initiatives and activities which will support the delivery of Diageo's performance ambition.
• Track record of success working within a matrixed organization and developing deep relationships with key commercial stakeholders at all levels, in service of delivering strong business performance. Both internally with Diageo Commercial leaders, as well as externally with our distributor / broker partners.

Decision Making:

Growth Plan

• Align brand strategies and the commercial roadmap to identify the strategic growth levers to deliver Diageo's business objectives

• Define the source of growth:

o Spirit category & segments

o Geographies, channels, customers, and brands

o Highest value assortment, tactics & tools

• Develop price architecture, promotional tactics, mix strategies, and trade optimization guidelines to Divisions via Field RGM commercial teams

• Develop robust insights foundation and elasticity / switching analyses

• Lead innovation pricing strategy

• Lead the assortment recommendations for the organization

Growth Insights

• Partner with Growth Insights Team to understand

o 5-Year roadmap to $10B 10-Share of TBA Ambition

o 18-24 month projection to inform commercial planning & operations supply forecast

o Fiscal Year industry growth forecast

• Diageo city strategy which informs investment, brand plans, activation and execution focus

• Differentiated growth targets based on macro-economic environment and consumer insights

• Approach to Sustainable Quality Market Share Growth

o Long-Term Share Roadmap

o In-Year Market Share Winning Plans

o Market Share Score-carding

Growth Operations

• Partner with Growth Operations Team to inform the Tools Required to Automate and Streamline RGM Reporting & Capabilities

• Partner with Growth Operations Team to incorporate Share Battleground Promotional Activity M&E insights into Growth Plan recommendations

Financial:

This role will strongly influence market-level budgets (including trade spend, promotional investments and fixed spend) and priorities of markets, and functions.

Management Responsibility:

This role reports into the Vice President, Commercial Growth within US Spirit Business. The role has six direct reports and collaborates & influences across a large network of internal and external partners, so the ability to manage indirectly through others is critical for success.

Key Outputs:

• Lead the Growth Plan development for both Diageo and our Wholesaler partners
• Support markets to cross-functionally develop and implement comprehensive growth plans backed by the right trade investments which drive a sustainable balance of volume, price, and mix growth applying the outputs from RGM insights (including headline price, pack & format architecture, trade & portfolio mix and promo effectiveness) as well as other commercial building blocks, such as EDGE, Innovation, etc.
• Partner with local senior stakeholders to embed Growth Plan strategies and insights into Commercial Planning
• Understand and enable market decisions based on trade-offs between market share, volume, sales, price, mix and profit
• Partner and inform Brand Teams on Growth Plan strategies and insights, and influence Commercial investments
• Establish appropriate RGM routines with markets to deliver against the Growth agenda
• Help drive joint value creation conversations with our Customers by grounding our thinking in driving value for Diageo, our Customers and their customers based on shopper insights

Qualifications and Experience Required:

• Graduate/MBA preferred
• 7-10+ years of commercial experience either within Diageo or similar beverage-alcohol company.
• End-to-end commercial knowledge and end-to-end P&L experience
• Commercial experience, preferably in Consumer Product Goods
• Strong knowledge of Distributor Management / Operations (three-tier system)
• Experience with Key Customer Management (either Regional or National)
• Knowledge of / Comfort with: Analytics, Category Management, Financial Metrics
• Ability to operate equally effective in both a strategic environment with Senior Leadership, as well as with a detail oriented, operational and executional focused audience.

Leadership Skills

• Engagement - dynamic individual with the ability to build trust quickly
• Influence - ability to guide key stakeholders who potentially have opposing agendas
• Prioritization - effectively identifies and communicates high value opportunities
• Simplification - minimizes low value activities to maximize effectiveness and impact of their team
• Collaboration - experience managing projects or initiatives across multiple functions
• Orchestration - proven track record of coordinating a group of individuals around a shared ambition, and holding them accountable for performance

Flexible Working Statement:

Flexibility is key to our success. From part-time and compressed hours to different locations, our people work flexibly in ways to suit them. Talk to us about what flexibility means to you so that you're supported from day one.

Rewards & Benefits Statement:

We recognise and value performance, offering our people a highly competitive Rewards and Benefits package:

https://experience100.ehr.com/diageo/us

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!

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